Gambling Insider: Asia Focus 2024

ASIA FOCUS

INSIDE

• Interviews: Mohegan & Hoiana CEOs

• Market focuses: India & Thailand

• Profiles: A who’s who of Asian gaming

A NEW PLAYER

Assessing the land-based casino landscape, as Mohegan’s Inspire in South Korea enters the arena

EDITOR’S LETTER

Given the fact Asian gaming was already so disparate, it is perhaps no surprise to see the Asia-Pacific region continue to change at such pace. Indeed, we have a new player in the land-based arena, in Mohegan’s Inspire Resort in South Korea. In this issue, we speak with Mohegan CEO Ray Pineault all about the property’s grand opening – and the desire to create “Instagrammable moments.”

New players, of course, impact existing ones; so I also spoke with Steve Wolstenholme, Hoiana President & CEO, about the latest developments in Vietnam – and just how Vietnamese gaming is impacted by Inspire, other surrounding properties and potential new ventures in Thailand, the UAE and Japan (admittedly all some way off).

Among others, we also spoke exclusively with Secretary Katrina Ponce Enrile, Administrator and CEO of the Cagayan Economic Zone Authority, about her duties as a regulator in the Philippines. A bustling market with both thriving land-based and online sectors, the Philippines is confident of achieving standout growth within Asia-Pacific. Anyone reading this magazine at SiGMA Manila will, of course, know this already.

And that’s exactly why this year’s Global Gaming Awards Asia-Pacific – the third edition of the Awards in Asia, but first-ever in-person ceremony – are heading to the Philippines’ capital. Rewarding the very best companies in the industry based on a fair and rigorous process, and voted for by a senior panel of expert judges, the Global Gaming Awards is proud to present our first-ever live ceremony in Asia. It promises to be an afternoon to remember.

Elsewhere in this year’s Asia Focus, we have features from returning contributors IndusLaw and Alex Czajkowski, and interviews with Betty Zhao and Tom Mace. No Gambling Insider Focus magazine would be complete, meanwhile, without our company profiles – a who’s who of Asian gaming. So please enjoy what we have prepared for you –there’s a lot to get through, believe me!

TP, Editor

Tel: +44 (0)203 435 5628 William Aderele

William.Aderele@gamblinginsider.com Tel: +44 (0)20 7739 2062 Irina Litvinova Irina.Litvinova@gamblinginsider.com

Tel: +44 (0)207 613 5863

Max NGarry

Max.Ngarry@gamblinginsider.com

Tel: +44 (0)207 729 0643

CREDIT MANAGER Rachel Voit

WITH THANKS TO:

Sec. Katrina Ponce Enrile, Praxis Tech, Betby, Ranjana Adhikari, Srija Ray, Ruhi Kanakia, Spribe, Onlyplay, Hakob Manukyan, Ray Pineault, Z-Gaming Asia, Steve Wolstenholme, Alex Czajkowski, Pronet Gaming, Betty Zhao, GR8 Tech, Tom Mace and CD Networks

Julian Perry, COO, Editor in Chief

Tim Poole, Editor

6

GLOBAL GAMING AWARDS

ASIA-PACIFIC 2024

Gambling Insider previews the upcoming Global Gaming Awards Asia-Pacific

8 SIGMA ASIA PREVIEW

We also preview SiGMA’s annual Asia summit

10 MAKING A DIFFERENCE

Secretary Katrina Ponce

Enrile, Administrator and CEO of the Cagayan Economic Zone Authority in the Philippines, speaks exclusively to Gambling Insider

16 INDIA’S APPROACH TO RESPONSIBLE IGAMING

IndusLaw’s Ranjana Adhikari, Srija Ray and Ruhi Kanakia speak on changes surrounding responsible online gaming in India

22 INNOVATING THE LIVE EXPERIENCE

Gambling Insider speaks with Hakob Manukyan, CEO of Imagine Live Armenia, about the company’s offerings and how they are being catered for the Asian market

24 INSTAGRAMMABLE MOMENTS

Ray Pineault, the President and CEO of Mohegan Gaming & Entertainment, reflects on the tribal operator’s new Inspire Resort in South Korea

32 MAKING MEMORABLE EXPERIENCES

Gambling Insider Editor Tim Poole sits down with Hoiana President and CEO Steven Wolstenholme about the developing Asian market and the impact of emerging markets in Thailand and Korea

38 THE STATE OF PLAY

Could Thailand give the Philippines a run for its money? GamblingInsider explores...

40 THE SIX PS OF IGAMING

Gambling Insider contributor and iGaming marketing expert Alex Czajkowski gives us an updated 2024 Asia edition of the ‘Ps of iGaming.’

42 A CHANGING INDUSTRY

GamblingInsider spoke with Aruze (AG2) SVP of International Operations Betty Zhao about the developing Asian market, Macau vs the US and the impact foreigneronly casinos have on game design

46 THE DISCONNECT

Gacha games are huge in Asia, especially in the mobile gaming scene, but how can this mechanic be so successful in countries where gambling is banned, like China, Japan and Korea?

48 SPORTRADAR Q&A

Gambling Insider spoke with Sportradar SVP, Regulatory Services Tom Mace about the importance of providing data tools to global regulators

Going live

The Global Gaming Awards Asia-Pacific are set for their first-ever in-person ceremony for 2024. Below, Gambling Insider explains the significance of the Awards and why we chose Manila for its inaugural live event

The Global Gaming Awards Asia-Pacific head into their third year this June. But with a di erence.

Indeed, after two virtual ceremonies, this year will see the most prestigious Awards ceremony in gaming reach Asia, live from the Philippines, at the Conrad Manila Hotel at 1:00PM on Tuesday 4 June. Across 11 categories, a prestigious panel of senior industry executives have voted to decide the best performers within Asian gaming over the past 12 months. In Manila, we’ll find out exactly who won.

THE HISTORY

As those familiar with the Global Gaming Awards may already know, this is not just any old ceremony. With the rst ever Global Gaming Awards taking place in Las Vegas in 2014, the Awards then expanded to London in 2018. The Asia-Paci c Awards were then launched in 2022.

Each ceremony has a select number of categories, an expert panel of judges and, crucially, an equal number of nominees in each category. Nominees are shortlisted on merit, following an extensive process, and the judging process means only the very best can triumph on merit.

Mariya Savova, Global Gaming Awards Event Manager, says: “Our events, dedicated to the Americas and EMEA regions, have been so well received by the industry, making the Global Gaming Awards Asia-Pacific a natural extension of our brand.

“Just like we do at our EMEA and Americas events, we invited senior industry executives with vast knowledge and years of experience in the relevant market to choose the winners,

with KPMG in the Crown Dependencies independently adjudicating the voting process. Only one executive per company can participate in the Judging Panel and they are excluded from voting in categories where they have a conflict of interest.

“We have ensured that a fair shortlisting and voting processes have been implemented, so those who walk off the stage with a trophy on 4 June can be extremely proud as it is essentially the industry telling them they are the best.”

MANILA: A NEW CHAPTER

With a busy SiGMA Manila tradeshow to come in early June, Manila was a natural location to host the first-ever in-person Global Gaming Awards Asia-Pacific.

Alejandro H. Tengco, Chairman and CEO of the Philippine Amusement and Gaming Corporation, recently championed the Philippines’ chances of CEO surpassing Singapore as the Asia-Pacific region’s second-largest gambling hub by 2025. Gross gaming revenue in the Philippines reached a record PHP 285.27bn ($5.1bn) for 2023, with both a bustling land-based and digital sector.

But perhaps more significant was 2023 iGaming revenue of PHP 58.16bn, a figure that is only growing. The land-based sector is, naturally, huge (as we discuss in this very magazine). Singapore, the Philippines, Australia, South Korea and Vietnam are all doing their best to challenge the might of Macau. Meanwhile, Thailand, the UAE and Japan have eyes on claiming some of that market share. Yet the world is increasingly digitalising – and online betting in Asia

is already huge. Manila, therefore, made for the perfect destination for the Global Gaming Awards to welcome their new chapter.

WHAT CAN WE EXPECT THIS YEAR?

All we can say for de nite heading into any Global Gaming Awards ceremony is that only the highest performers will stand out enough to receive the Judges’ approval. But, looking through our Shortlist, some names appear throughout. On the land-based side, Interblock Gaming and Aristrocrat Gaming receive multiple nominations, as do Solaire Resort (the individual Bloomberry property) and Wynn Resorts (the operator with multiple properties). Newport World Resorts in Manila is also nominated more than once, while we have a new entrant in Mohegan’s Inspire in South Korea.

As Savova explains, “This year’s Shortlist shows us that Macau is officially back with all six concessionaires being nominated in one or more categories for very valid reasons. Operators from the Philippines, of course, are not far behind, which is yet more proof that this is the fastest-growing market in the region.

“On the supplier side we have a category dedicated to the best Table Game Product –this category is exclusive to our Asia-Pacific event, given the popularity of table games in the region. This is also one of the most hotly contested categories and narrowing down the Shortlist to just eight products was particularly challenging.

“Our entire team is very much looking forward to seeing who will grab those 11 Awards on 4 June in Manila!”

SiGMA Asia 2024: Preview

SiGMA’s annual Asia summit comes back to Manila – signifying the return of the Asia-Pacific Global Gaming Awards for its first ever in-person ceremony

Once again, the gambling community is building up for SiGMA’s 2024 Manila summit – marking the event’s second outing following a successful Philippine debut last year. The summit is a large-scale networking event, with 350+ featured speakers discussing the hottest topics in Asian gambling. Further, invitees can access a plethora of networking dinners and parties, as well as the prestigious Global Gaming Awards Asia-Paci c ceremony.

The PAGCOR-endorsed event will take place at the SMX Convention Center, which from 3-5 June, will see an influx of around 3,000 operators and 20,000 delegates. The aim of the summit is to expedite proactive discourse around driving the gambling and related industry sectors forward across the Asian continent.

SiGMA held its first ever event in Malta, 2014. This summit was attended by 1,000 delegates and – in the time since – SiGMA has grown into a global conglomerate. The company made its events debut in the United Arab Emirates in 2021, launching an event in Dubai – followed by Toronto and Belgrade.

A major hub in Southeast Asia, Manila is a key geographical location for the rapidly developing gambling market across the entire continent. This makes it the ideal

choice for an event which brings together the industry’s best and brightest to celebrate, investigate and anticipate the ramifications of all the latest developments in Asian gambling.

Talks from industry members will take place across the venue’s two stages over the course of the summit – offering insights on a range of topics. Regulation is first on the agenda on the SiGMA Affiliates Stage, kicking off day one of the event with conversations that unpick the cyber regulatory landscape – and the latest in data protection – across the AsiaPacific region. This talk will be led by Ilya Machavariani, CEO & Senior Partner of gambling business consulting firm –4H Agency.

The growth opportunities of land-based casinos and how they will co-exist with online gaming in Asia – with a particular focus on Southeast Asia – is also on the list for day one. In a panel led by Jade Group Founder & CEO Joe Pisano and PH Resorts COO Angel Sueiro, the conversation kicks off with the exploration of land-based growth opportunities and potential ramifications. Intriguing topics such as the rise and fall of Junket operations in Asia are open for debate. Here, we will also see the juxtapositions of the Asian and Southeast

Asian markets explored, with relevance to illegal gambling activities and organised crime. The panel will then conclude by dissecting the similarities, differences and potential integration of land-based and online casinos.

Over on the AIBC Stage, Stephanie Tower, Country Head for nChain Philippines, unpicks the digital economy development in Asia. Lunchtime talks unravelling one of the most stimulating new developments in the industry – AI – will be held on this stage, with innovation and technology speaker Tony Ventura opening the panel. Ventura will then be followed by David Meltzer. Meltzer is set to discuss the application of AI techniques for entrepreneurs. As well as being a top 10 Forbes speaker and Co-founder of Sports 1 Marketing – he is also the CEO of Leigh & Steinberg Sports & Entertainment, which served as the inspiration for Jerry Maguire.

Kicking off at 3pm, the prestigious Global Gaming Awards hosts its first in-person Asia-Pacific ceremony. With the esteemed Awards having established a presence across the globe through long-running annual shows in London and Las Vegas, the Asia-Pacific ceremony is set to make its in-person debut on day one of the SiGMA Summit in Manila. The Awards celebrate the industry’s strongest

performers from the Asia-Pacific region over the last 12 months, with the voting process independently adjudicated by KPMG in the Crown Dependencies. Notable awards up for grabs include Casino Operator of the Year, Corporate Social Responsibility of the Year and Executive of the Year.

The gambling landscape in Asia is complex and evolving fast. The emergence of online gaming in Asia in the early 2000s acted as a catalyst for what has been an iGaming boom in the continent. A few factors as to why there is an increased emphasis on online gambling in Asia are at play. For a start, there is an increasing number of people who own smartphones, partly accredited to what is a growing middle class – which in turn has led to more people with disposable income. What’s more, let’s not forget that the Asian population accounts for 60% of the world.

The evolution of online gambling in Asia is the subject of conversation kicking off day two, opening on the SiGMA Affiliates stage with a panel on sportsbooks and esports in Asia. Speakers Pavel Dergachev of 4H Agency and Maksim Afanasev, Sportradar Director – unpick the future vision of esports. This will be followed by the discussion of online casino & gaming trends, with speakers, including Cedomir Tomic, Founder & CEO of iGaming aggregator Alea, discussing AI-driven solutions, and the market opportunities and regulatory landscapes in Southeast Asia. During the afternoon of day two on this stage, there is also an opportunity for up-and-coming starters to showcase their work through the AIBC startup Pitch Asia slot. Day two closes with the Centurion MMA fight, which is open to premium and platinum ticket holders.

Proceeds from the SiGMA Manila Summit 2024 will be donated toward the SiGMA foundation. Described by SiGMA as the Group’s ‘philanthropic arm,’ the foundation was formed in 2019 and is dedicated to supporting underprivileged communities across the world through fundraising initiatives and expeditions.

Aside from being dedicated to a good cause, the SiGMA Manila Summit 2024 represents an exciting time for Gambling on the Asian continent, which is at last starting to mark its recovery from the strains of the Covid-19 pandemic. With a recent indicator of health being revealed in Macau’s March gaming revenue statistics – up 53% and finally breaching pre-Covid-19 levels – events such as the first ever in person Asia-Pacific Global Gaming Awards, in-and-amongst the overall summit, can act as a celebration of a recovering industry beginning to thrive once again.

Images from SiGMA Asia 2023 in Manila

Making a difference

Secretary Katrina Ponce Enrile, Administrator and CEO of the Cagayan Economic Zone Authority in the Philippines, speaks exclusively to Gambling Insider about her career to date, day-to-day duties and the biggest issues that face her in the regulation of Philippine gaming

Could you walk us through your career journey to where you are?

From managing our family business to accepting bigger responsibilities and role as the Administrator and CEO of the Cagayan Economic Zone Authority, the first thing I asked myself was: what should I do to unlock unseen potential and further develop the Cagayan Special Economic Zone and Freeport located in Santa Ana, Cagayan? The Cagayan Freeport holds a special place in my heart due to its historic signi cance; our charter, Republic Act 7922, also known as the Cagayan Special Economic Zone Act of 1995, was authored by my father, then senator and now Chief Presidential Legal Counsel of the Philippines, Secretary Juan Ponce Enrile.

In just a short span of time, I have taken steps to continue the development and transformation of the ecozone, to convert the whole area into an agro-industrial growth zone, a major transshipment Port, a tourist and eco-tourism haven, serving as a vibrant hub of economic activity in East and Southeast Asia.

When I assumed office, I embarked on a thorough review of existing policies and regulations of the organisation. Our goal is to enhance the value of our licences by offering a superior product grounded in integrity. This involved streamlining the licensing process,

pragmatic compliance supervision and establishing a competitive rate structure. As the Administrator and CEO of CEZA, my mission is clear: to develop a future-proof special economic zone and freeport within the crossroads of the Asia- Pacific Region.

What do your day-to-day duties involve?

As the A/CEO of CEZA, I actively embark on exciting initiatives that have the potential to make the Cagayan Freeport a major logistics hub, a new manufacturing centre of the Asia- Paci c, a premier gaming and leisure destination and a city of the future. I review and approve new online gaming licence applications, ensuring strict compliance with CEZA’s regulatory framework, oversee the monitoring and compliance of existing online gaming operators within the zone, and address whether there is any issue or regulatory breaches. It is CEZA’s role as regulator and supervisor to ensure that our operators are not functioning above the law, and are set to the highest standards of business practices. We collaborate closely with law enforcement authorities, as well as protect our licensees, because we are certain they are not doing anything illegal. Furthermore, we have intensi ed our marketing e orts while actively participating

in various gaming events with the opportunity to showcase CEZA’s gaming industry and highlight its strategic location.

I recognise the significance of building strong ties with prospective foreign investors to promote economic growth and ensure mutual benefits. That is why I make sure to meet with top ranking business conglomerates and highlight CEZA’s value proposition as a gaming and fintech hub, a manufacturing hub and logistics hub. I also negotiate and finalise investment agreements, ensuring the zone’s interests are well-protected while offering competitive rates. And, as the organisation prepares for its promising future, I actively seek partners to provide sustainable energy solutions for CEZA, which has the power to undertake the establishment, operation and maintenance of public utilities, services and infrastructure.

What else does your role entail?

I believe participating in International Investment Forums and Outbound Missions are good venues to promote CEZA extensively and intensively in the international market, hence attracting foreign investors who may want to do business in the Cagayan Freeport. As a businesswoman, I strongly encourage CEZA’s membership to the di erent chambers of commerce and industries that will bring

positive outcomes, such as broad networking opportunities and collaboration, partnerships and even a go-to resource information on business directories, business opportunities and of course, the business credibility of CEZA. Our operations and internal processes remain efficient and smooth, as we keep our focus and stay productive while fulfilling our mandate. I fervently urge my CEZA employees to continue to strive for excellence in their respective areas. I make sure to oversee the implementation of CEZA’s corporate social responsibility (CSR) framework, ensuring that all our industries contribute to the sustainable development of our local communities. I make time to engage with community leaders, non-government and environmental organisations to design and execute impactful CSR initiatives that address the needs and challenges to stakeholders, and monitor the adherence to CEZA’s sustainability guidelines and environmental regulations.

Could you give us a full breakdown of how gaming in the Philippines is regulated? There is CEZA but also PAGCOR. How do you di er?

Embedded into the charter that my father penned is the creation of a Freeport administrative area, with the power to issue business licences and generate tourismrelated activities such as amusement, recreation and sports facilities, gaming and related sectors such as but not limited to: jai alai, horseracing, dog racing and casinos. With that, CEZA established itself as the rst interactive gaming jurisdiction in Asia and stands at the forefront of regulatory innovation. Since 2001, we have been issuing Interactive Gaming Licenses. We created a formula that worked and still continues to provide our operators with the proper regulatory framework that allows them to grow their businesses. Our key difference in CEZA is that our online casinos do not handle bets. We are purely regulators, not operators – as it should be. From pioneering interactive gaming regulation in Asia to contracting a central audit platform for both gaming and ntech that utilises blockchain technology for enhanced security and transparency, CEZA has consistently remained at the forefront of technological innovation. We at CEZA are continuously committed to support, promote and regulate IT-BPO and iGaming-related activities. Our regulatory framework, coupled with a strong institutional reputation, has earned the trust and confidence of gaming operators and consumers alike. We at CEZA envision a future where innovation and sound regulatory framework go hand in hand. With a forward-thinking approach, a business-

friendly environment and an unwavering dedication to integrity sets us apart as a premier destination for companies seeking success in the interactive gaming industry. I am confident our efforts to extensively promote the growth of the online gaming industry will make substantial contributions to increase capital investments, direct and indirect income for CEZA and for abundant employment opportunities.

What are the biggest regulatory issues within the Philippines right now?

The biggest regulatory issue in the Philippines right now is the proliferation of illegal POGOs, which are linked to increased criminal activities in the country. With the crimes related to POGOs, the Government has been contemplating banning such activities in the country since policymakers think the social costs are greater than the economic cost. As such, PAGCOR has been focusing on improving its regulations and gaming oversights through issuance of a new regulatory framework.

How would you describe the overall state of the Philippines market?

The online gaming industry is expected to surpass $107bn by this year and soar to $154bn by 2030. The Asia-Paci c region, in particular, is poised for exponential growth, driven by factors such as increased smartphone usage, an emerging population of digital users and the progressive legalisation of online gambling. With these, the AsiaPacific region is anticipated to register a compound annual growth rate of over 12% through 2030 and will witness 333 million new mobile internet subscribers by 2025. We also cannot ignore the shift towards mobile gambling.

As online casinos and sportsbooks invest heavily in their mobile platforms, CEZA remains at the forefront, adapting to meet the evolving needs of gaming operators and consumers, while upholding the highest standards of quality and security. Furthermore, the integration of artificial intelligence (AI) into online gambling represents a paradigm shift in the way operators engage with customers. AI holds the key to unlocking new levels of innovation and efficiency. CEZA remains vigilant in our commitment to responsible gambling, ensuring consumers are protected from harm as we harness the potential of these new technologies.

What are your future goals, both for the rest of 2024 and beyond?

In my stint, CEZA will be actively pursuing the diversification of its investment portfolio, exploring new sectors beyond

gaming and ntech such as industrial park development for advanced manufacturing, logistics, power generation, food security, defence, health and wellness, agriculture, tourism and eco-tourism. We cannot afford to maintain a stagnant portfolio, as this will hinder our ability to solidify Cagayan Freeport’s position as a future-proof special economic zone and freeport in the crossroads of the Asia-Pacific region.

I recognise the importance of work-life balance, thus CEZA will be investing in the development of world-class residential, recreational and leisure facilities within the zone. These amenities, coupled with the natural beauty of the sceneries within the zone, will create a vibrant and attractive lifestyle destination for CEZA employees, their families and locals. Along with strategic investments, we are focused on the empowerment of our people. Only by creating a culture of collaboration and communication will I be able to unlock the full potential of my CEZA personnel. As their leader, I must inspire and motivate them to do their best, creating an environment where everyone feels valued and included thus, making a di erence for the organisation.

On 23 May 2023, President Ferdinand Marcos, Jr. appointed Sec. Katrina Ponce Enrile as Administrator and CEO of the Cagayan Economic Zone Authority (CEZA), making her the first woman to head CEZA. With prior involvement as a distinguished CEZA Board Member and Vice Chairman, she brings extensive experience dating back to 1999 introducing new business and development opportunities to the organisation.

Katrina Ponce Enrile, CEO, Cagayan Economic Zone Authority

In focus: Praxis Tech

Being payments ready in Asia - A call to action for iGaming merchants

Here is something we can all agree on –when it comes to iGaming payments, the simple truth is that if it’s easier to pay, it’s easier to play.

For iGaming merchants operating in the Asian market, where alternative payment methods (APMs) like mobile wallets and QR codes are as preferred as card payments, depending on where in Asia they are operating, offering players their choice of payment option is not just a nice-to-have, it’s a necessity.

“O ering geo-relevant local payment methods to players is a must, as is presenting a native checkout form to build trust.”

There is incredible payment diversity for iGaming merchants operating in Asia. Some countries have continued the trend that started in the early 2010s, now favouring alternative mobile wallets and QR Codes to traditional card payments, while others still hold cards near and dear to how they prefer to make online payments.

Whether you’re accepting a credit card payment, integrating AliPay in your Chinese checkout forms, UPI in India, PromptPay in Thailand, or MoMo and ViettelPay in Vietnam, it’s clear that one size does not fit all.

But there’s more to optimising payment operations than just providing options to your players. Navigating compliance, especially with new licensing requirements for Payment Service Providers (PSPs) in aforementioned countries Vietnam and Thailand, adds another layer of complexity.

“At the end of the day, maximising payment approval rates is the ultimate goal for online merchants.”

Achieving high approval rates involves a delicate balance of selecting the right

PSP, intelligent routing and continuous optimisation of payment processes. This is where Praxis Tech’s software plays a crucial role.

Streamlining transactions for merchants and their players

The payment experience is crucial for conversion and retention, particularly in iGaming, where constant deposits, withdrawals, and balance top-ups are more frequent than in other industries.

Our Payment Orchestration Platform, pre-integrated with over 540 PSPs and 1000 APMs, ensures that your players can pay their way, regardless of their preferred method.

“Our agship product Cashier is an all-in-one solution that provides a holistic user interface for payment forms and checkout, deposit, and withdrawal functions.”

It also adapts to these differences by intelligently displaying the relevant payment methods based on the player’s location. The payment forms can also be branded, with support for multiple languages and currencies ensuring a local payment feel across the region.

Alongside our other products, Direct API and our credit card-focused Hosted Payment Fields (HPF) solution, Praxis Cashier also comes bundled with a comprehensive suite of features aimed at Decline Recovery. This is crucial for increasing transaction approval rates for card payments among our clients.

Our powerful tools like Smart Routing rules, Background Dynamic Currency Conversion (BDCC), Retry with Open Banking, Retry on Insufficient Funds, and 3DS Cascading significantly enhance card approval rates and provide a frictionless user experience.

Aside from these user-facing features, which prompt the player to try again using an alternative method if the initial transaction was declined, our platform also includes backend tools to support analytics and other payment operational processes. This includes our Abandoned Transaction Events feature, which alerts merchants of dropped checkout sessions, supporting them to re-engage customers. Alternatively, iGaming merchants can incorporate our Merchant Initiated Transactions (MIT) feature suite to add tired account subscription payments, automatic balance top-up functions and gamified one-click payment buttons, keeping the players in their game environment.

“As the iGaming landscape continues to advance, the need for a sophisticated, secure and highly adaptive payment orchestration platform becomes more apparent.”

Being payments-ready in Asia today requires iGaming merchants to have multilingual payment and support experiences that are both user-friendly and adaptive to geography, payment method preferences, and to incorporate solutions for different types of tiered account subscription offerings. For merchants seeking higher payment approval ratios and looking to benefit from our extensive range of features, all available from day one with our vast PSP network and checkout theme options, get in touch with us to power your payments.

Learn more about Praxis Tech‘s Payment Orchestration Platform by visiting www.praxis.tech or get in touch with their team at hello@praxis.tech to see a demo.

In focus: Betby

Betby stands as a premier provider of sportsbook solutions, boasting extensive expertise in delivering dependable, scalable and certified offerings to esteemed brands across diverse markets

Having a premium sports betting solution is paramount for operators in the highly competitive gambling industry. It ensures a seamless user experience, fostering customer satisfaction and loyalty. At the same instance, today’s players demand entertaining betting content that re ects the way they are consuming sports events on the go. Aligning the sports betting experience with the broader experience derived from sports brands through cutting-edge technology not only ensures more frequent visits to their online sportsbook brand, but also allows players to become more involved in the operator’s brand, which can result in higher lifetime value and ARPU.

BEST-OF-BREED OFFICIAL DATA FEEDS

The sports betting industry relies heavily on accurate and timely sports data. Bookmakers and sportsbooks utilise vast amounts of data to set odds, create betting markets and enable informed wagering. Accurate data ensures fair play and transparency, enabling bettors to make well-informed decisions. If a sportsbook’s data provider is unreliable and inconsistent, bettors will move over to one of the many other betting providers in the market.

Fans want to bet on quick and micro markets, shots, passes and tackles as much

as they do on match winners and goal scorers, and these are markets that can be addressed by platform providers utilising official data feeds.

Betby covers a wide range of sports content, thanks to a selection of best-of-breed official data feeds, allowing for not only the broadest selection of content but at the same time ensuring fast data, allowing also for a more thrilling live betting experience from rapid markets. High-quality and low -latency data will enable operators to enjoy the fastest and most friction-free experience.

PROPRIETARY ESPORTS ODDS FEED

Betby’s partner network can also leverage the company’s MGA-approved esports odds feed solution, which comprises of pre-match and live odds, round-the-clock content coverage, statistics hub and resulting, and can be used either as part of the Betby Sportsbook solution or as a separate esports data feed. The Betby Games esports feed delivers the content for 11 sports, with its unique nature allowing operators to address existing gaps in the real-time esports event calendar. Customisation of its content, which in the case of eSoccer is tailored to deliver multiple national and international leagues and tournaments, also allows operators to provide content

that players can relate to and engage with in the build-up to real-world sports events.

ADVANCED AI-BASED SPORTSBOOK TOOLS

Betby has been synonymous with continuously launching innovative products for the sportsbook vertical. Earlier this year at ICE London, Betby launched its truly innovative AI-based sportsbook tools, under the umbrella of AI Labs, with the tools focusing on:

- Sportsbook Personalisation

- Churn and LTV prediction

- Backoffice Chatbot

- Risk Management Automation Among these innovations, the Sportsbook Personalisation engine stands out, offering users tailored event suggestions based on individual preferences, thereby enhancing engagement and satisfaction. The Churn and Lifetime Value (LTV) Prediction model empowers operators to optimise marketing strategies by identifying high-value players and predicting periods of inactivity. The Backoffice Chatbot streamlines data analysis processes, enabling natural language interactions for more efficient decision-making. Moreover, Risk Management Automation enhances the security for operators by promptly alerting against forms of suspicious player activity, safeguarding against potential risks and ensuring a fair gaming environment.

ADVANCED BUSINESS INTELLIGENCE AND RISK MANAGEMENT

Betby strives to allow its partners to outgrow the competition, and understands the necessity of providing a powerful backo ce solution that provides bookmakers with detailed business intelligence and reports. By also o ering an advanced Risk Management service, based on an enhanced level of betting ticket information available to bookmakers, Betby allows its partners to analyse and determine the risk level which is associated with any speci c player account, bet placed or sports event, thus limiting the risk exposure for sportsbook operators.

India’s approach to responsible online gaming

IndusLaw’s Ranjana Adhikari, Srija Ray and Ruhi Kanakia speak on changes surrounding responsible online gaming in India and the organisations leading the charge

The real-money online gaming industry in India engages 568 million users (and counting) and is one of the largest online gaming markets in the world, with a current CAGR (compound annual growth rate) of 14%. The industry has attracted investments worth INR 22,931 crore ($2.75bn) in 2023 and holds a market size of INR 16,428 crore, which is predicted to reach INR 33,243 crore by 2028. With the online gaming industry expanding at its current rate, the number of young users engaging in online games is also expected to rise. Increasingly, new demographics and age-groups are engaging in online games for myriad reasons. With a manifold increase in user base, the ideal of ‘responsible gaming’ has become more

relevant for the gaming ecosystem, to balance consumer interests and tackle threats such as money laundering, scams and addiction to Indian citizens.

RESPONSIBLE ONLINE GAMING THROUGH INDIA’S REGULATORY REGIME

Until last year, in the absence of any central law, online gaming in India was primarily governed by state-level anti-gambling laws that prohibit gambling (i.e., betting on games of chance) but allow games of skill. However, these state-level anti-gambling laws lack provisions for responsible gaming practices. In April 2023, India’s Ministry of Electronics and Information Technology (MeitY) amended the Information Technology (Intermediary Guidelines and Digital Media Ethics Code) Rules, 2021 introducing regulation of online games at the central level (Online Gaming Rules).

At their core, these new regulations focus on player protection, fair play and globally recognised responsible gaming practices. The Online Gaming Rules propose to regulate online gaming platforms through a light-touch self-regulatory mechanism and by prescribing detailed due diligence obligations, including know-your-customer (KYC) processes, protection of users below the age of 18 and establishing a robust grievance redressal framework, among others.

While these practices now find place in regulation, the Online Gaming Rules, though notified, are not in force yet. We are yet to witness the practical impact of these regulations on the industry, as well as the degree of enforcement of these rules by MeitY.

SELF-REGULATION BY INDUSTRY BODIES

At present, most responsible gaming practices emanate from an industry-led self-regulatory model. The online gaming sector has been striving to consistently comply with global industry best practices, with operators regularly working alongside government departments and ministries to ensure the industry adopts best practices and functions. Self-regulatory bodies like the All-India Gaming Federation (AIGF), the Federation of Indian Fantasy Sports (FIFS), the E-gaming Federation (EGF) and the Advertising Standards Council of India (ASCI) have all laid down codes of conduct and best practices to ensure responsible gaming, which are being adhered to by more than 100+ members of each organisation. In December 2023, the AIGF, FIFS and EGF, in association with the Internet and Mobile Association of India (IAMAI), also issued a ‘Voluntary Code of Conduct’ to be followed by online gaming intermediaries (Code). Through such self-regulatory mechanisms, the online gaming industry in India has collectively undertaken an adherence to globally recognised best practices for online gaming.

COMMITMENT TO HEALTHY GAMING PRACTICES

The Code emphasises the commitment of its signatories to user safety and wellbeing, requiring them to promote responsible gaming practices, exercise caution during online gaming and conduct awareness campaigns on responsible gaming. The FIFS Charter For Fantasy Sports Platforms (FIFS Charter) obligates its members to

Ruhi Kanakia, Associate, IndusLaw

commit to responsible gaming and adhere to responsible gaming policy. In addition, the AIGF Online Games of Skill Charter (AIGF Charter) implores members to inform users how to play responsibly and how to access information about responsible gaming practices. This is similar to countries like Denmark, Malta and the UK, where operators are required to monitor user behaviour and take initiative to reach out to users at risk.

AGE RESTRICTIONS

All self-regulatory bodies impress upon their members to implement appropriate age detection tools on their platform to prevent unauthorised access by minors. Members of AIGF and Code signatories are explicitly restricted from offering or targeting any pay-to-play games to or at any person under 18. One responsible gaming feature showcased by the EGF is that it ensures no underage players can access any real-money games. The Code signatories are also required to prominently display a sign stating “18 or 18+ only” on their platform regarding any online real-money games on their platform. This is similar to practices in countries like Germany, Malta and Denmark, which require operators to deploy age-verification tools.

KYC REQUIREMENTS

Most online gaming operators already conduct identity verification on users before accepting deposits or allowing the withdrawal of winnings. In particular, the EGF stipulates robust KYC processes and account security measures as part of its Code of Conduct. Members of the AIGF are mandated to conduct identity verification

of winners prior to payouts or permitting withdrawals, in line with applicable laws in India, by requesting either the user’s tax identification number, ‘Aadhaar’ number or other identity documents. The Code also requires its signatories to undertake KYC processes for their users as per applicable laws.

SELF-EXCLUSION

Self-exclusion involves a user instructing a gaming platform to disable his/her access to their games for a specified period, ranging from hours to months to a permanent exclusion. AIGF mandates its members to establish procedures for users to self-exclude and to inform users of these processes. Members have to promptly flag or remove the name and details of any self-excluded individual from their marketing databases to prevent sending marketing material within two days of receiving a completed self-exclusion notification. The EGF also ensures that users are given the option to self-exclude as part of its Code of Conduct.

FINANCIAL SAFEGUARDS

The Code, AIGF and FIFS Charters recommend several financial safeguards that must be implemented by gaming operators. The AIGF Charter requires members that hold user funds to set out clearly in their terms and conditions whether user funds are protected in the event of insolvency, the level of such protection and the method by which this is achieved. In addition, the FIFS Charter stipulates that its members must maintain separate accounts for operational expenses and prize pool funds and pay-outs for winners. This ensures financial integrity. As part of its Code of Conduct for members, the EGF requires members to set strict timelines to process withdrawal requests from users and to ensure that user’s funds are maintained separately.

GRIEVANCE REDRESSAL

Players should have a streamlined process for lodging grievances with gaming operators to ensure prompt resolution. The Code, AIGF Charter and FIFS Charter all require members to implement a robust grievance redressal framework to alleviate grievances efficiently and quickly.

REGULATED ADVERTISEMENTS

The prohibition of gambling product advertisements already has a place under some state-level anti-gambling laws. Additionally, ASCI has issued ‘Guidelines For Advertising of Online Gaming For Real Money Winnings’ which stipulate certain best practices for ASCI members to comply with, including to (i) not target any advertisements of realmoney games to any person below the age

of 18, (ii) carry the disclaimer “This game may be habit-forming or financially risky. Play responsibly” and (iii) advertisements should not present online gaming for real money winnings as an income opportunity or an alternative employment option.

INITIATIVES BY THE GOVERNMENT

In addition to self-regulatory practices, various state governments are also undertaking initiatives to promote responsible gaming. For instance, the Government of Karnataka, in collaboration with the All-India Game Developers Forum, is planning to launch a digital detox initiative, offering counselling to help individuals learn effective strategies for managing screen time and cultivating mindful and healthy technology habits. The EGF has partnered with the Commissionerate of Health Services, Maharashtra, to promote responsible gaming and enhance player safety. Additionally, the Department of Consumer Affairs has announced a collaboration with NIMHANS, Bengaluru, to research disruptive behavioural patterns and develop a pre-emptive model for protecting digital consumers.

TOWARDS RESPONSIBLE AND SAFE GAMING

India’s recent regulatory measures reflect a positive step towards promoting responsible online gaming by emphasising player protection, fawir play and adherence to global best practices. Coupled with industry-led self-regulatory initiatives and government collaborations, these efforts collectively underscore a growing commitment to the well-being and integrity of online gaming in India.

Srija Ray, Associate, IndusLaw

Ranjana Adhikari, Partner, IndusLaw

In focus: Aviator from Spribe

Spribe is the developer behind the world’s number one crash game, which now has more than 12 million monthly players across Asia and beyond

Spribe is the developer behind Aviator, the number one crash game in Asia and beyond, with more than 12 million players a month.

Since hitting the market back in 2018, Aviator has been a phenomenon. It’s now live at more than 4,500 online casinos across Asia, with the game landing in the lobbies of more brands every week –those that offer Aviator can see at least a 10% uplift in GGR.

But what makes Aviator such a thrilling and ultimately successful game for online casinos?

If you haven’t strapped in and taken off for the big win skies, this is how it works: the game takes the increasing curve format and sees a plane launch into the sky. As it climbs higher, a win multiplier climbs with it.

The player must decide when to cash out. Go too soon and the win will be small but wait too long and the plane flies away taking their winnings and original stake with it.

Aviator is multiplayer, with players able to watch their scores climb up and down the

leaderboard in real-time, and there’s also a chat function where they can interact with other players throughout their session. This provides the social engagement consumers are now seeking.

Aviator has broad appeal but has been a fly-away success with Millennials and Gen Z. The Spribe team took inspiration from the emerging world of crypto casinos and brought the fast-action crash format into the mainstream for the first time.

This makes Aviator the original crash game and, while other studios have tried to replicate it, none have come close to delivering the rapid gameplay and social engagement it offers.

Aviator has been developed for mobile from the get-go. It has a streamlined user interface and intuitive UX so, even if a player is new to the game or the increasing curve format, they can quickly get up to speed with how it works and, more importantly, how they win.

Given the high smartphone penetration in Asia, Aviator is perfect for online casino operators looking to engage Millennial and Gen Z players who use their mobiles

for all aspects of their lives, from work and communication to entertainment.

Some players will not have experienced the crash format before, and that’s why Spribe has developed a promotional toolkit to help drive awareness of Aviator among new and existing players.

This includes two bonus features –Free Spins and Rain Promo. Free Spins can be offered as part of welcome bonuses or CRM campaigns, allowing players to enjoy a few rounds of the game without dipping into their own real-money balance.

Rain Promo takes this to the next level. It sees Free Spins dropped into the chat function at random – players can then claim the Free Spins for themselves, but they can also “make it rain” in the chat so that other players can claim them too.

This feeds into the social aspect of the game and makes it stand out from others in the casino’s lobby. Across Asia and beyond, there’s a community of Aviator players and the social elements built into the game ensure it thrives and grows.

Aviator has become a phenomenon and proved to be a catalyst in increasing demand for non-traditional casino content worldwide. Asian online casino operators looking to diversify their offerings and engage more players need to join the revolution today.

Engagement rates with Aviator are off the charts, with players always coming back for more. Not only that, but session times eclipse those for standard slots with player lifetime value surpassing that achieved by other games – this is why it can generate at least a 10% GGR uplift.

Integrating Aviator into the casino lobby could not be easier and this is why the game is live with hundreds of online casinos across the region. To provide your players with one of the most thrilling experiences in the world, contact the Spribe team at hello@spribe.co

In focus: Onlyplay

Unlocking the thrills of gaming with Onlyplay: A journey into excellence

In the pulsating realm of online gaming, where every spin of the reel and every roll of the dice holds the promise of excitement, Onlyplay stands as a beacon of innovation and excellence. As a premier game provider specialising in crafting captivating experiences for casinos worldwide, we pride ourselves on delivering a portfolio brimming with creativity, thrill and boundless entertainment.

WHO WE ARE

At the heart of Onlyplay lies a passionate team of visionaries, artisans and gaming enthusiasts committed to pushing the boundaries of what’s possible in the world of online entertainment. With a rich tapestry of experience and an insatiable drive for excellence, we embark on a relentless quest to redefine the gaming landscape, one exhilarating title at a time. With an enduring legacy steeped in the gambling realm, our team, established in 2020, possesses a panoramic perspective of the industry. Beyond traditional slots, our offerings include instant wins, fast taps, crash games and infinity play. Fearless in our approach, we blend experimentation with expertise, resulting in an outstanding game

performance. Embracing all currencies, from crypto to fiat, we ensure accessibility for all players.

ONLYPLAY IS NOT JUST ABOUT GAMES

Onlyplay transcends mere gaming. Although game creation is the core of our company, our offerings extend beyond mere entertainment. Encompassing Onlyplay’s Tournament Tool and free bets, our repertoire is a testament to our commitment to enriching every facet of the gaming realm. Collaborating seamlessly with our partners, we orchestrate captivating promotions, harmonising success and profitability with every endeavor.

ONLYPLAY IS CHANGING THE BOUNDARIES

Until last year, we thought that fast-tap games were only popular in Asia. But last fall, the industry learned about Onlyplay’s Piggy Tap, and from Rio de Janeiro to Seoul, everyone is talking about the new game. This fast-tap game is breaking all records for the number of bets. Streamers fall in love with it at first sight, and advertising agencies use it as a basis for promoting gameplay in

casinos. This is the result of our love for the industry and deep market analysis.

“This is not only a phenomenal game from the perspective of innovative mechanics but also a very smart and unique technical architecture solution,” says Onlyplay’s CTO Vladimir Muraviov.

The Onlyplay team did a great job creating a unique dynamic mechanic for the new game. An online tournament on more than 100 brands for one game is a brave decision, but it was worth it. Now the game is among the top 10 in terms of activity on many aggregators. Experts say that in addition to graphics, design and mechanics, mobile compatibility and non-standard bonus calculation with its own multiplier played well. Every holiday, the game delights us with new skins. St Patrick’s Day, Easter, Halloween – the Piggy changes.

Piggy Tap is a multiplayer game. Other players tap the same piggy with you. With each tap, you edge closer to victory. A certain amount from each bet is sent to Award pools. Players who were the last to smash the pig will share the Award among themselves. Those players who made the smashing tap that breaks the piggy take their wins. The bigger the bet, the bigger the win awaiting the player.

A lightning bolt icon can randomly fall out of the pig and fly into the mini slot. It activates and triggers the spinning of the reels, on which some number of free spins and a multiplier can fall out. The free spins are automatically activated; all the player has to do is keep tapping.

There’s also Wheel of Fortune. Wheel of Fortune is launched with a horseshoe. During the game, a horseshoe may fall out as a result of many taps. The accumulation of these horseshoes sufficiently leads to the fact that at some point the wheel starts spinning. Players receive the respective bonus that appears on the wheel.

Among our crown jewels are the renowned Jack Potter. Daredevils can test their luck with Joker Coins, while thrillseekers can engage in high-flying action with F777 Fighter. Whether you like slots, crash games or instant win, each game promises an unforgettable adventure full of excitement and opportunity.

(Right) Vladimir Muraviov, CTO, Onlyplay

(Left) Christina Muratkina, CEO, Onlyplay

Innovating the live experience

Gambling Insider speaks with Hakob Manukyan, CEO of Imagine Live Armenia, about the company’s offerings and how they are being catered for the Asian market

How important is the APAC region to Imagine Live?

As the CEO of Imagine Live, I’m thrilled to discuss our presence and plans in the APAC region. The APAC region is extremely important for Imagine Live. It represents a signi cant portion of the global gaming market and is characterised by a growing appetite for innovative gaming experiences. We recognise the diverse preferences and high demand for interactive gaming in this region, which motivates us to continuously enhance our presence and offerings to cater to the unique needs of APAC customers.

In general, how popular are live dealer games in Asia?

Live dealer games have soared in popularity across Asia in recent years. The immersive and social nature of these

games resonates well with players, fostering a sense of excitement and authenticity. Asia’s vibrant gaming culture has propelled the widespread adoption of live dealer games, making it a cornerstone of the region’s gaming landscape. We continuously strive to innovate and refine our baccarat and other Asian game offerings, to ensure they remain engaging and enjoyable for players across the region.

As you’ve already mentioned, baccarat is popular in Asia. Could you talk us through Imagine Live’s baccarat o erings?

Baccarat holds a special place in Asian gaming culture, renowned for its simplicity and elegance. At Imagine Live, we try to provide exceptional baccarat offerings that captivate players with stunning visuals,

Hakob Manukyan, CEO, Imagine Live Armenia

seamless gameplay and innovative features. We offer two types of baccarat: Gold Baccarat and Speed Baccarat. What sets Gold Baccarat apart is the lavish visual appeal and captivating gameplay, thanks to our Robot Arm. Our Baccarat games are meticulously designed to provide an authentic experience, catering to the preferences of Asian players.

Have you designed any other games specifically for the Asian market? In addition to baccarat, we have developed other games specifically tailored for the Asian market, such as Dragon Tiger and Sic Bo 102. These games are crafted with a deep understanding of Asian gaming preferences, incorporating cultural elements and gameplay mechanics that resonate with local players. That’s why we recently opened our second Asian studio. Our goal is to offer a diverse portfolio of games that cater to the tastes and preferences of players across the APAC region.

Could you tell us about your new Asian-themed live casino studio, unveiled in January?

Our new Asian-themed live casino studio represents a signi cant milestone in our commitment to the APAC market. This state-of-the-art studio with 12 tables is meticulously designed to immerse players in an authentic Asian gaming experience with stunning visuals, quality audio and culturally inspired aesthetics. It is a testament to our dedication to delivering

innovative and captivating gaming experiences to regional players.

How much has your Robot Arm camera helped to elevate Imagine Live’s o erings?

The Robot Arm camera has been instrumental in elevating Imagine Live’s offerings by revolutionising the way we capture and deliver live gaming content. Robot Arm brings a whole new level of player experience.

We are truly passionate about the player experience. Our Robot Arm lifts the player experience to an entirely new level. Its advanced robotics technology allows it to move smoothly and seamlessly, giving players a clear view of all the actions at a table. Its advanced capabilities enable us to deliver dynamic camera angles, providing players with a truly engaging experience. With our Robot Arm camera, players will feel right around the table, enjoying a real casino’s excitement and thrill.

What are Imagine Live’s plans for the next few months in Asia?

Looking ahead, Imagine Live has ambitious plans. We are committed to expanding

our presence in the region, forging strategic partnerships and introducing exciting new offerings tailored to the preferences of Asian players. Our goal is to continue innovating and delivering exceptional gaming experiences, which captivate and delight our partners and their players across the APAC region.

Imagine Live’s Robot Arm

Imagine Live’s live casino offering

Instagrammable moments

Speaking with Gambling Insider Editor Tim Poole, Ray Pineault, the President and CEO of Mohegan Gaming & Entertainment, reflects on the tribal operator’s new Inspire Resort in South Korea, its grand opening, balancing North American and Asian interests, and the influence of social media

The first thing I wanted to ask you about was having PSY at the Inspire Resort’s launch event in South Korea. I just wanted to know how that went! He is incredibly popular in Korea and he has many more songs than Gangnam Style, that the US had grabbed onto for a long period of time. It was a sold-out event, incredibly popular and gained great receptivity. So when I think about it, the whole grand opening event was spectacular unto itself. Both PSY and another popular act, Taeyang, were very well received and sold out very quickly.

I know it’s early days, but how has the property performed so far in terms of meeting expectations and that kind of thing?

We’ve just hit two months of having live gaming operations, and as we’ve said all along, we continue to launch new amenities. As an example, our food court opened recently and we’ve had a couple of other retail shops open in the last couple of weeks. Some additional amenities, like our outdoor park, are still coming along. A beautiful art museum is going to be coming online in the coming weeks (at the time of writing), along with a kid’s play area. So the property is not fully developed yet. Nonetheless, the receptivity from not only the local Koreans but from international travellers, too, has been phenomenal. The responses we’ve received from our guests who have visited have been overwhelmingly

positive. And I’m really excited about the future of the property as it continues to ramp and grow.

Sure. Once it’s fully developed, what are the main appeals of the property? And I say that very much with it being a high-class property with high-class competition. We’ve got Marina Bay Sands and various destinations across Asia. If you’re talking to a tourist or a high-value player and saying, ‘come to Inspire!’ what are the main appeals versus all these other wonderful properties around the world?

Obviously, there’s a lot of competition globally. There’s a lot of competition in

Asia and I really am proud of the position we’re going to take within that competition. At the property, 5-star hotels have already received their rating. We’re going to have the largest indoor convention space in the greater Seoul area; we have the indoor water park; we have the largest covered arena in South Korea, as well. The country has many stadiums, but not a state-of-theart multi-purpose facility like we have. When we think about the multitude of dining and retail options we have available, I think there are many reasons for people to come along, not only to our private gaming areas, our open gaming floor or our slot machines. I think the mix of products, amenities, offerings and things to do is unrivalled in the industry. I’m really proud

“We want to bring that Mohegan culture to wherever we go and be respectful of the cultures where we’re working, whether it be in Canada or South Korea, then meshing those together as an organisation; we want to continue to expand and grow our influence throughout the world”

of what the property has to offer, and that doesn’t even touch upon all of the digital experiences we’re providing for the property, and various nodes and Instagrammable moments throughout the property. So there are so many things to see and do, that visitors can come and spend their days there and really enjoy the property, with a multitude of things to experience and enjoy.

“Our goal for the property, quite honestly, is to be in the neighbourhood of a 50/50 split between gaming revenue and nongaming revenue”

I note the word ‘Instagrammable!’ It’s interesting to hear it… and it makes complete sense in today’s world. But, five or so years ago, it’s not something we would have talked about as much, and yet now it’s something CEOs such as yourself focus on. How important is the ‘Instagrammable-ness’ of a property?

You know, in this day and age of social media, I think it’s imperative when you’re talking about attracting particularly the younger generation to the property. They want to see things that are unique and different, which they can post on their social media pages, and that other people can see, then come and enjoy themselves. Here, I think about the digital street where we have a full display and the entire hallway that’s filled with electronic displays people can get pictures of. And then we have what we call nodes throughout the property that have different Instagrammable moments. As an example, one of them has an outer space-themed element. Another one has a relaxing kid’s fun element. And there are various of those throughout the property where people can stop, get their pictures and post it on social media. I think it’s important you have those types of

things that people are looking for, because it’s a reason to come out and it’s an opportunity for us to gain their loyalty; and have them come back and visit us multiple times.

As a tribal operator and a CEO, you would have obviously planned for the opening of the Inspire Resort, because it wasn’t built overnight! But you’re sharing your focus between US properties and now South Korea, as well. What is that balance like?

Oh, listen, we’re not only here in Connecticut, where our flagship property is, but we’re also up in Niagara in Canada, which is several hours away. We’ve been managing a property in Washington State for the last five years and we’re also in Las Vegas. So I think, as an organisation, we’ve been looking to continue to expand to bring the Mohegan influence throughout the world. Obviously being halfway around the world, there are time challenges we always have to accommodate for between our team members in South Korea and here. But we have to do the same thing when we’re dealing with the other side of the US. So I think it’s about having the right team members in place, and providing the right amenities and services to our

guests. Not only that, but also bringing the Mohegan culture to wherever we go and being respectful of the cultures where we’re working, whether it be in Canada or South Korea, then meshing those together as an organisation; we want to continue to expand and grow our influence throughout the world.

That provides quite a natural segue into the next question. Because I bear in mind your point that you’ve got a time difference anyway, and that you want to have that Mohegan culture globally, but what are the unique trends and characteristics you have to keep in mind for South Korea, specifically?

It’s interesting, because every new jurisdiction you go into has their own unique culture. You always want to be respectful of the culture you’re working within, but we also want to bring our brand of culture to those properties while being respectful of local customs. I think we built our property to make sure we were reflecting that Korea is very attuned to a vibrant culture and cultural experiences. And they’re also highly advanced technologically.

When I think about what we built in South Korea, you’ve got the museum that’s going to be coming in, the massive kid’s play area, the pool dome, the largest indoor state-ofthe-art arena we have. These factor in not only the technological advances that are happening in the world and that Koreans are attuned to, but also cultural experiences. So, when we think about a lot of the nodes, when we think about a lot of the experiences we’ll be providing in the arena, it’s all related to Korean culture and bringing all the cultures in for Koreans to experience. So I think those are two things I’d say we are primarily focused on.

Your casino is only going to be available to foreign bettors, not Korean nationals. Are there sizeable differences in operating a foreignplayer-only casino?

I would say that, any time you operate a property in a different jurisdiction, there are always going to be differences. You’ve got to make sure you’re working with regulators and cooperating with them; there are going to be different governments and these are going to have different expectations, different wants and needs. You have to make sure you’re accommodating that when talking about a foreign-player-only casino.  Obviously, our primary attraction for the gaming portion of the property is going to be foreign players. It’s going to be people who primarily live outside of the country.

“I think [the Instagrammable moments] are important... because it’s a reason to come out and it’s an opportunity for us to gain their loyalty; and have them come back and visit us multiple times”

“Our museum, pool dome, indoor arena, kid’s play area and more factor in not only the technological advances that are happening in the world and that Koreans are attuned to, but also cultural experiences”

But there are also a couple of million expats that live in South Korea, so there is a market within the country itself that you want to make sure you’re targeting on the domestic side. We still want to bring in the local residents of South Korea for them to come and enjoy the property, really driving those non-gaming revenue and business volumes by utilising the hotel rooms and convention space. We’re looking to attract local residents as well as international travellers, so I think we need to be diverse and multifaceted when we go about our marketing efforts, and the amenities we provide in the facility.

So I’m going to switch the order of my questions a little based on that answer, because you mentioned

non-gaming revenues and I’m interested in the split you’re seeing at the moment. As you said, it’s only a couple of months in, but what are you aiming for in terms of the mix of gaming revenue and non-gaming revenue? You also mentioned conventions; obviously, Las Vegas conventions are huge. Are you looking for that to be a real stronghold for the business? The property is still ramping up and the ultimate mix is going to settle itself over the coming time as it continues to ramp. However, we offer a very large and wide variety of non-gaming amenities that we anticipate will be signi cant contributors to the overall revenue and pro tability of the facility. So, whether it’s our bu et, our

indoor arena, the water park, the 1,200room hotel or the convention space, we do anticipate it to be one of the busiest convention spaces in the Seoul Incheon area. We anticipate all of those to be positive revenue drivers and bottom-line contributors through the property. Our goal for the property, quite honestly, is to be in the neighbourhood of a 50/50 split between gaming revenue and non-gaming revenue.

For the overall performance of the property, that’s interesting, and I appreciate you giving us an exact projected ratio there. That still puts a big emphasis on the gaming side of things, of course, so I’d like to nish on a question suppliers will be icking through the magazine looking forward to most! What kind of products have you got in place on the casino oor? I know you publicised a high-profile deal with Light & Wonder. Which of your machines or tables are really standing out?

From a table games perspective, we’re going to offer your traditional table games: blackjack, baccarat and roulette. Predominantly in the Asian community, and this is not dissimilar from Macau or anywhere else, you go to Asia, you’re surrounded by baccarat tables. The no-

commission baccarat tables we have are becoming much more popular. They’re an easier game for the dealers to manage with the players, and they’re not accumulating commissions that they have to gure out and pay at the end.

Our table game mix is going to be what

I would consider a standard table game mix for the Southeast Asian region: predominantly baccarat, but providing your other traditional table games, too, including roulette and blackjack. From a slot perspective, we obviously signed a partnership with Light & Wonder, and

we’re getting the most popular machines they’re seeing in Singapore, Macau and other Asia-Pacific properties. I think we are going to provide, in comparison to our competitors locally and regionally within Korea, the newest, greatest and most popular titles.

-Gaming Asia Z In focus:

Redefining iGaming excellence with next gen iGaming platform, Z-Gaming Asia

Experience the cutting-edge world of iGaming innovation brought to you by Z-Gaming Asia. Since 2019, Z-Gaming Asia has been leading the next gen inspired operators in revolutionising the iGaming industry with its generational white label platform. Going beyond just providing a platform, Z-Gaming Asia empowers operators in Southeast Asia and South Asia with a tailored suite of services aimed at enhancing player experiences and boosting engagement.

At Z-Gaming Asia, every step of the player’s journey, from registration to longterm engagement, is carefully designed for results. This platform goes beyond offering a collection of games and player management tools; it focuses on creating an environment where all interactions are designed towards increasing conversions and retaining players. With a commitment to continuously improving user experiences, Z-Gaming Asia distinguishes itself as more than a white label provider, but as a pioneering force in next generation platforms that prioritise player loyalty and excitement. Operators can trust Z-Gaming Asia to handle player conversion and retention while it focuses on growing its business.

IMPROVING GAMING EXPERIENCES WITH IN-HOUSE PERKS, COMPREHENSIVE

REWARDS AND ADVANCED PLAYER PROGRESSION SYSTEM

Z-Gaming Asia values simplicity and efficiency. This white label platform equips its partners with the tools for success without complications. Right from the start customers are provided with explanations on how features such as exclusive perks, rebates and levelling systems can benefit their players. This approach not only alleviates any doubts but also establishes a level of trust that is uncommon in today’s saturated white label market in Asia. The platform truly shines in its aptitude for recognising and addressing the needs of the gaming market in Asia, where keeping players engaged is paramount for success. Z-Gaming Asia provides a unique rewards system that directly caters to player’s cravings for interaction, incentives and acknowledgment. By tailoring its services to suit player interests, it fosters engagement levels and a dedicated user community.

2024 Q2 UPDATE: SEAMLESSLY CONVERT POINTS INTO FREE SPINS

In the update for quarter two of 2024, Z-Gaming Asia has made it easier for players to turn their points into free spins. Free spins are high valuable rewards in the Asian market due to their immediate benefits. Z-Gaming, recognising the value of this, has introduced

At Z-Gaming Asia, every step of the player’s journey, from registration to long-term engagement, is carefully designed for results

promotions that offer free spins to enhance user experience. Players have the chance to earn points that they can later exchange for spins in their games, adding more thrill, chance and engagement to their gaming sessions. This update has also added more selection in Z-Gaming’s features list; from daily check ins to mission quests, enhancing player engagement on the platform. It offers players more opportunities to earn brand points by providing a variety of activities. Z-Gaming Asia ensures that operator players can choose experiences that match their interests, whether they prefer interactions or longer missions.

EXPANDING GLOBALLY WITH ITS LATEST USER INTERFACE AND COMPREHENSIVE CERTIFICATION UPGRADES IN 2024 Q3

Z-Gaming Asia is expanding its reach with User Interface (UI) upgrades and Comprehensive Certification enhancements in the third quarter of 2024. Z-Gaming is offering an updated interface to ensure a top-notch experience for both operators and users. The upcoming enhancements and introduction of features by Q3 2024 aim to solidify its position as an industry innovator. Choosing to enter the iGaming market with Z-Gaming Asia means entering with a trusted partner in the market. The comprehensive support system assures that every operator feels well prepared and confident without relying on third-party assistance. By streamlining launch processes, Z-Gaming Asia empowers partners to concentrate on growth and player engagement laying a groundwork for business expansion.

Ready to take your iGaming business to new heights? Collaborate with Z-Gaming Asia today. Get in touch at hello@zgaming.asia. Connect via LinkedIn at Z-Gaming Asia to initiate a partnership that shapes the future of iGaming.

A broader experience

Gambling Insider Editor Tim Poole sits down with Hoiana President and CEO Steven Wolstenholme about the developing Asian market and the impact of emerging markets in Thailand and Korea

It’s been roughly 18 months since we last spoke. What’s new with the property and what’s been happening in the time since you last featured in Gambling Insider?

The biggest milestone over the last 18 months was about six months ago, when we nally nished Phase One of the project. There were a number of amenities we suspended over Covid-19 then, of course, coming back online takes a while when you have to unsuspend them, so to speak. But, now we’ve got a completed resort. We’ve got an incredible kid’s club. I know a lot of people have children and they really appreciate something as spectacular as our kid’s club – it’s been getting a lot of positive feedback. While there, the children are making Vietnamese lanterns and doing cooking classes. So it’s quite broad.

In addition to that, we had our spa open. We had some spa facilities beforehand, but now we have a Japanese spa; that’s a very different kind of experience. People have been enjoying that, as well as our recently opened beach club. The beach club

has four additional restaurants; a seafood restaurant, an Italian restaurant, a grill and a Bánh mì restaurant, all of which have got a lot of traction. It’s got a couple of bars – it’s a normal beach club environment. It’s nice during the day, but at night it really lights up. It’s a spectacular place and it’s been identified as the biggest beach club in central Vietnam.

A few other restaurants have also opened since we last spoke, like San Xi Lou, which is a great Cantonese-style restaurant on the main level of our gaming floor. We’ve also got Lucky Court, which is a Chinese restaurant. We’ve got a few more event facilities, such as one that is now on the roof deck. That becomes quite an attraction for people looking to hold medium-sized events with up to 200 people – weddings and those types of things. We’ve got a lot going on. Now we have the finished result, we still cater to some VIPs with our VIP cabanas, which gives a unique experience.

We’re very diversified now, so it doesn’t matter whether we have visitors that come for a more luxury experience or people that

come with families and want family-style entertainment – we can cater to all types of people. Our MICE (meetings, incentives, conferences and exhibition tourism) business is looking pretty vibrant, too.

There are a couple of interesting points you made, such as space for weddings. We’ve found that’s a growing theme among Asian properties. I know Macau is looking to diversify like this, but maybe it’s a bigger task for them. Some of my colleagues were at tradeshows last year like G2E Asia and there was a lot of buzz around Vietnam. Could you tell us more about why? Why is it growing and what are the kind of conditions that are making it such an appealing market?

The business in general is changing. You have certainly seen that in Macau with less focus on VIP business and what were formerly known as junkets. Business is changing generally, but what’s really

happening is people want a broader experience. They want a gaming experience… but they want this experience to be accompanied by other experiences. Now we have to look at the unique character of what we have to offer. I’m sure other integrated resorts are doing the same thing. You can’t go anywhere in the world, have a gaming experience and have a Hoiana experience, right? There’s nowhere else like us. There are very few places where you can have a gaming experience and a world-class golf experience, because most integrated resorts don’t have a golf course. Some do, but most don’t.

Few integrated resorts have four kilometres of pristine beach. You can be in your room, overlooking the ocean, wake up in the morning and see this gorgeous sunrise in the Chàm Islands in the background. You get goosebumps because you’re somewhere that is an experience. People aren’t going to talk about playing baccarat unless they win. But people don’t talk about playing in a casino; they want to play in a casino. What

people talk about is the unique experiences they have at a destination.

It’s all very well saying that you can go to Vegas or Macau and experience Paris or London. You can, but it’s not the real thing, right? Come to Vietnam and you will experience the real thing, particularly with our resort being so close to Hội An – an amazing cultural experience. Those things are very powerful. This time of year, we have rice paddy fields that are just so green. It’s a really incredible picture.

We have these aspects we are offering to our guests, and we’re making it easy for those guests to experience these unique opportunities together with gaming; it can’t just be about gaming. We’re competing in a very complex eld. If it’s about gaming and the experiences that come with it, that can be experienced with your girlfriend, wife, family, parents, even! Come to Vietnam, because you can be on the casino floor while your family is doing something else and they’re going to have a memorable time. Those are the things that, when I look at gaming and I look at, ‘where’s the

Hoiana Resort & Golf

Steven Wolstenholme, CEO, Hoiana

opportunity globally?’, the opportunities are in the destinations associated with gaming and not just about gaming.

What is your biggest market?

Our biggest hospitality markets are Korea and the People’s Republic of China (PRC) and that’s what it was before Covid-19, too. More people were coming from Mainland China into Vietnam than any other country. Since the end of Covid, PRC travel has been quite limited in Vietnam. There are direct flights going into Hanoi and Ho Chi Minh, although I think it’s probably a third of what it was in 2019 and there are zero flights coming into Central Vietnam currently. What we’ve had to do is say ‘okay, our biggest potential market for average spend per visit, in both hospitality and entertainment, is PRC. But we no longer have PRC. What do we do? Wait for PRC?’ Of course we’re going to have to wait, but do we wait and just keep our fingers crossed? No, we wait, but at the same time, look to establish other markets, Korea being our foremost market. The Greater Bay Area, which is Hong Kong, Taiwan and Macau, is another very vibrant local market.

Although we don’t have locals that can go into the casino, there are a lot of expats and many of those expats do business here. There are incredible manufacturing plants

“[Las Vegas] provides thousands upon thousands of jobs, enormous tax income and provides a better standard of living for a lot of people. We want to do the same in Vietnam”

here where those expats do business and they often want somewhere to go and play afterwards. I’m talking about it from a hospitality standpoint, a gaming standpoint and a golf standpoint. If they’re in the two major population bases of Hanoi and Ho Chi Minh, what better way to do that than take a flight that’s only going to take you an hour? Central Vietnam is a very different experience for a mini vacation; it suits it very well. So we’ve really focused on that market, as well.

You mention targeting the South Korean market, although Mohegan Inspire recently opened there. How does that impact you, with a big new competitor in that market?  Having been someone who was at Mohegan Sun and worked there prior to its opening in

Connecticut many years ago, I’ve continuously been a Mohegan Sun fan. I wish them great luck with their projects. I think the project itself is quite amazing. Having said that, the most important thing we can all do, including the Mohegan project in Korea, is provide unique experiences because, at the end of the day, that’s what’s going to count.

If you’re playing blackjack or baccarat in a casino; if you’re playing baccarat, closest to nine wins; it doesn’t matter whether you’re playing here or anywhere else in the world – closest to nine wins. What is different is what you can do, what you can eat, where you can sleep, where you can experience those things. These are the differentiators we focus on and I’m sure Mohegan Sun are doing exactly the same thing. As far as their business is concerned, they are quite similar to ours as they have a foreign-player-only casino. That poses its own challenges. I know they’re particularly entertainmentcentric and we’re entertainment-centric as well, although to a slightly lesser extent. We don’t have the arena facility they have, but we have many things that people can say, “I remember, and I want to go back to Vietnam first and Hội An second”.

That makes a lot of sense. What about other resorts in Vietnam, like The Grand Ho Tram?

In Vietnam, there are three integrated resorts. You’ve got Corona on Phu Quoc Island, The Grand Ho Tram, which has been open now for over 10 years, and you’ve got us. Destination-wise, we’re in three different destinations in Vietnam, so that certainly allows people to experience di erent resorts at di erent times. Having said that, only Corona is open to locals under a pilot program, which is still underway. We would like to participate in local gaming at some point, but we understand and support the Government’s decision to take things slowly. I’m sure Grand Tram feels the same way we do, especially as they have more to gain from local gaming because they’re a two-hour drive, as opposed to a 1.5-hour flight from Ho Chi Minh City. I think we share a lot of the challenges

Hoiana Hotel & Suites, Sky Pool Suite

and sometimes the pain – but also the opportunities that are not only here today, but on the horizon.

Shifting our focus to Macau, how do you view its recent GGR totals? They’re not quite pre-Covid levels but, given the shift away from VIP and junkets, that’s probably not realistic at the moment. Perhaps they’re more pro table with less revenue and that’s what some of the property chiefs are saying. But does that open more of a market for properties like yours in Vietnam?  It gets back to the fact that Macau is doing extremely well right now in that post-VIP segment, which for the most part no longer exists in Macau. But on re ection, the most important thing is how many contributions are there for the bottom line, and the mass business is far better when it looks at contribution. The VIP business is something that Macau had enormous amounts of at one point – and now they don’t – yet their GGR isn’t that much away from what it was when they did have that sort of level of play. Certainly, pro tability is there.

Kudos to Macau. They have a captured market and that market is predominantly from the PRC. Now people are going there, looking at gaming as a part of the entertainment experience and going because of ease of access. I believe as the market becomes more relaxed, other integrated resorts and properties in other jurisdictions throughout Asia will also benefit from that demand for entertainment.

Looking at Singapore on a similar note, you’ve got the Marina Bay Sands, which is showing huge growth. As a destination for gaming, the Marina Bay Sands is the place to be; but that property aside, there is a lack of competing properties in Singapore. Is this something Vietnam can bene t from?

The Singaporean Government are very astute in the way they planned their gaming ventures in their country, and they have a pretty favourable tax rate. It’s not dissimilar to what we experience in Vietnam. They have a captured market, and as much as Singapore is a recognised destination, they allow locals. They have to pay, but they also have a very a uent population. Singapore is very much an established business hub.

There are many attributes of the Singapore business model that work for Singapore, which would not necessarily work as favourably in Vietnam. But I also believe

Hoiana, Kids Club

Hoiana, Nox Beach Club

Vietnam is not going to be a place that saturates itself with gaming. The Philippines is a little more aggressive when it comes to casino licences. It’s more conservative in Vietnam; I think that’s good and healthy for business and the country as we partner with tourism, because it’s all about creating tourism experiences. And development; we’ve got a massive development of $4bn, close to 1,000 hectares. It’s going to take a while for us to go through this development and we need to experience continued growth in our integrated resort gaming segment.

A final topic and final word on potential new entrants. You’ve got the Middle East potentially with Wynn Resorts. While there are no concrete developments in Thailand right now, they are looking at land-based again. What do you make of the potential of the two new regions?

The Middle East is quite a way away, but I’m sure we’re going to learn a lot from the Wynn experience. As the Middle East diversi es from oil into what it’s doing now, it is building these megacities and

incorporating a lot of di erent businesses into those cities, including integrated resorts. There’s no casino licence currently; but one day we believe there will be and I think that’s going to be very successful. As far as Thailand’s concerned, kudos to Thailand. Thailand’s Government is extremely good. When they want to do something, they do it quickly. They focus on what is required to get tourists into the country. Take visa exemptions. They look at how to make it easy and how to make it fun. I think Japan is a great country, but my guess is that Thailand is going to be developed before Japan. That wouldn’t surprise me. Thailand is, in many ways, similar to Vietnam and I believe with Thailand developing that industry and looking at integrated resorts and megaresorts, it will encourage the Vietnamese Government to also look at the competition and say: ‘What do we need to do to make the industry better for this country? Better for the thousands of people that are employed in this industry and to bring greater tax revenue?’ I’m encouraged by Thailand; I don’t look at it as a threat. I look at it as something we should be

“My guess is that Thailand is going to be developed before Japan. That wouldn’t surprise me”

embracing, something that will create more critical mass.

The gaming industry in general is now being understood to a point where people don’t look at it in the dark way that they used to. I always remember (not that I remember first-hand, I’m not quite that old!) but at some point in the 1950s, Las Vegas was looked at as a very dark place. Then it went through this major transition and now it’s accepted. Not only that, but it provides thousands of jobs, enormous tax income and provides a better standard of living for a lot of people. We want to do the same in Vietnam. We want to do it responsibly but also create this traction, which is about people coming to Vietnam, having a lot of fun experiencing Vietnam, experiencing the food, experiencing the gulf, experiencing the people – really important – and being able to spend their money as they wish. If that means going onto a casino floor and having a gamble, they can do it knowing the regulatory compliance environment is one that is as rigid as anywhere in the world. They can rest assured that they’re going to have a very good experience.

Hoiana, The Edge Pool, Infinite Pool

In focus: Pronet Gaming

Pronet Gaming is a full turnkey platform provider operating across global markets from LatAm, Europe, Africa and now — Asia

An established name in the gaming industry since 1996, Pronet Gaming is a leading global entertainment platform provider, a distinction it has held for the past three decades. Headquartered in London, with a presence in key cities across LatAm, Europe, Africa and, just recently, the Philippine capital Manila, the company has ourished by combining innovative technology with a dynamic team that boasts extensive B2C and B2B industry experience and local market knowledge.

With one of the company’s core values anchored on providing a wide client base with world-class service and products, Pronet Gaming takes pride in offering game-changing solutions with an approach to business that is centred around collaboration. Indeed, an important aspect of its brand manifesto is that each member of the team is deeply customer-focused, committed to helping operators achieve their specific strategic goals. “We are trusted globally as a result of servicing operators on our platform based in Europe, Africa and LatAm,” says Alex Leese, CEO of Pronet Gaming. “In Brazil, we took a localised approach where we found ourselves with the right product, among the right people, at the right time and in the right place. That was key to our success and is the exact approach we intend to take not just in the Philippines, but across the whole Asian region.”

THE PRONET GAMING PRODUCT

Pronet Gaming’s showpiece is a fully customisable entertainment platform for next-generation operators, one that goes far beyond simple layout changes and design elements. The team works closely with clients to provide the right solutions for their challenges before proceeding to build and seamlessly deliver a truly bespoke casino, sportsbook, betting exchange and retail solution that is exible for future development. Among the company’s solutions is the ability to power up online gaming businesses

with the most advanced turnkey platform available today. This robust platform processes more than two and a half billion casino bets each month and supports over two million sports bets daily. It offers access to over 15,000 live casino games and slots from more than 100 top-class providers. Featuring 65 sports, 1,200 betting markets, 40,000 in-play sports events each month and 500,000 pre-match sports events annually, the platform also provides an extensive selection of esports and virtual products, including 16,000 annual events with 5,000 in-play. Pronet Gaming also delivers a full 360 betting exchange and advanced omnichannel retail solution, ensuring a seamless and superior user experience across all channels.

EXPANSION INTO ASIA

Pronet Gaming has seen rapid growth in recent years, having provided a range of operators with casino and sportsbook platform solutions, as well as a range of retail options, in a variety of jurisdictions around the world. Su ce to say, the company is equipped and ready to expand its business operations to Asia. “We have a vibrant local talent pool full of experienced and enthusiastic people within the sector across IT, marketing and commercial support,” says Leese. “In terms of the Philippines in general, it provides the opportunity for a B2B like ourselves to service the existing local B2C market and also other B2C markets within the Asian region.” This growth has funded a massive investment in IT, new o ces and team development, allowing the business to perfect its offering to markets in Asia, where its services will allow brands to o er localised products and a point of di erence among competitors. Based on this trajectory, Leese and his team aim to position Pronet Gaming as a global authority that can help Asian gaming operators crossover into LatAm and other global markets,

leveraging their vast experience in those regions.

SIGMA ASIA AND BEYOND

For Leese’s part, the 2024 SiGMA Asia conference will serve as the ideal stage to showcase the brand’s offerings and capabilities, as well as share a preview of what operators and players can expect as the company’s team of dedicated specialists focus their expertise on Asia. “We decided on the Philippines as it is the one place that o ers us a one-stop shop with a robust regulatory regime that would give us the confidence to invest on a long-term basis,” concludes Leese.

Alex Leese, CEO, Pronet Gaming

The state of play

Could Thailand give the Philippines a run for its money? Gambling Insider explores...

Despite a rocky history with gambling and a deeply conservative culture, it seems that times are changing in Thailand when it comes to casinos and sports betting. Gambling wasn’t always illegal in Thailand. In fact, gambling was so integral to Thai society that several sports can be traced back to Siamese culture, including boat racing and cock ghting. Several kings even encouraged gambling as an activity during their reign. So what happened?

Well, along with abolishing slavery and establishing a modern transport system,

King Rama V also closed all gambling venues on 1 April 1917. In what could’ve seemed like an impractical April Fools joke, this act would only receive minor pushback in the 1930s and still holds in place today.

That was until 28 March 2024, when the House of Representatives in Thailand passed a bill to legalise casinos. The proposal is now being passed to the cabinet for its final decision. Not only did it find favour with the lawmakers, but also the Prime Minister of Thailand, Srettha Thavisin. He published statements explaining that

“entertainment complexes will enhance the country’s tourism industry” and that, “in the past, we have wasted enough time and opportunity” but not to worry, as “the government will reclaim the lost time and turn it into an economic opportunity for the country and its citizens.”

While the plan didn’t outline how many casinos could be built in the country, it did recommend that they be built relatively close to the airports. Indeed, like several other markets within the Asia-Pacific region, Thailand isn’t looking to attract

locals to the casinos. Instead, lawmakers in Thailand are well aware of the tourism this would create in the country. China has still got a ban on gambling, with the exception of Macau, which means there’s a strong possibility that many would travel to a newly regulated Thailand to experience it there, too. This is a similar principle to countries like South Korea, Vietnam, Singapore and the Philippines.

However, this movement hasn’t been without its hurdles. Thailand is a deeply religious country, with over 90% of people identifying as Buddhist. In the religion, gambling is classed as one of the four sources of destruction, alongside debauchery, drunkness and associating with evil people. In Buddhist teachings, there are several specific references to how gambling will only lead the person to suffering. If this wasn’t enough, there’s also a well-known Thai proverb: “Ten burglaries leave you with a house, 10 fires leave you with land, but gambling will leave you nothing.” With this much cultural resistance, it’s no surprise that every attempt to legalise gambling in Thailand has failed until now.

Despite this, gambling is as popular as ever. Currently, people in Thailand can only legally enjoy government-run horseraces and lotteries – with ‘legal’ being the main factor. Even though the country is so strict that it even bans citizens from owning more than 120 playing cards, lest they provide gambling to others, there are always opportunities for people who want it enough. There are countless underground casinos, offering every avenue of illicit gambling, sports betting and whatever else you need. This is the unfortunate reality of most countries

in the world, but the nature of them are always accentuated when it’s the surrounding culture that has pushed them underground, rather than them simply trying to avoid regulations. For those who don’t want to risk illegal casinos, there’s another option for Thailand residents. The aforementioned Vietnam, Singapore and Philippines, along with the powerhouses of Macau and, less so, Australia, are all still viable options for Asian travellers.

Thus, these opportunities have not gone unnoticed by the Thailand Government, which projects that legalising gambling in the country could boost the economy by $12bn a year, rather than this being leaked out to its neighbours. “We can regulate the grey economy and collect taxes,” Thavisin continued. “We do not want to promote gambling, but would rather supervise it and use the investment to create jobs.” According to a survey by Thailand’s Centre for Gambling Studies and Centre for Social and Business Development, around 57% of Thailand residents have gambled in the past year, which translates to around 30 million people. While around 22.7 million of these reported that they gambled through the government lottery, 17.7 million admitted that they played illegal underground lotteries. Not only that, but it was equally likely for someone to buy their first lottery ticket through an illegal operation as through the legalised government scheme. So it’s clear that there is a demand there, whether the wider population regard it as ethical or not.

Larger properties will also be required to invest at least $2.7bn back into the country just for the permission to operate. Not to

mention that the construction of the casinos themselves would contribute to local companies involved in the projects, including builders, architects and logistics crews.

Another great factor to consider is the immediate impact that Thai casinos would create. Once the casinos are up and running, they’ll require staff to run them. This will include waitresses, managers and perhaps most importantly croupiers. If you haven’t worked in a casino before, you might be unaware of just how much mobility comes with being a croupier. Many trained dealers travel the world, moving from casino to casino, or even sailing the seas on cruise ships. This means that not only will these Thai casinos provide direct revenue, but also provide great opportunities for local communities.

Thailand isn’t just looking to capitalise on revenue from legalised casinos, though, it’s aiming to be a competitive force in the market. Thailand representatives have recommended a 17% tax on gross gaming revenue, which is almost half of the 30% proposed by the Japanese Government for its new integrated resort. This newly integrated resort in Japan, by the way, is due to open a year after Thailand’s – meaning Thailand might actually steal a bit of thunder from its archipelago associate.

So it seems like, for the first time in over a century, legalised casinos could return to the Kingdom of Thailand. Whether they manage to undercut Japan in tax and opening ceremonies remains to be seen, but there’s one thing this industry loves, and that’s an underdog. Thailand has come from the back of the pack, with ambitious plans no less, only time will tell if it’ll become top dog.

The six Ps of iGaming

Gambling Insider contributor and iGaming marketing expert Alex Czajkowski gives us an updated 2024 Asia edition of the ‘Ps of iGaming’

Three years ago, I wrote about ‘the Four Ps of iGaming.’ They haven’t changed in their basic truths, but the nuances certainly have, especially in Asia. The list of vital ‘P’ words has continued to grow. And with each, a prognostication.

Time to revisit them.

PRODUCT

The thinking here was ‘you have to have blackjack for North America, Baccarat for Asia,’ etc. This is still true. However,

players are now looking for specific game suppliers. Two years ago, we surveyed Filipino players expecting RealTime Gaming, the dominant provider of ‘eCasino games in eCafes’ across the country to take significant market share. The company came in second after Play ‘n Go, but with 90% reporting no ‘known supplier preference.’

Last month, in a survey of a similar database of Filipino players, preferences were clear. In total, 88% had a distinct choice; Jili Games were preferred by 47%

followed by PG Soft at 22%. The same was seen in Vietnam (PG Soft led at 39%, Jili at 35%). If you don’t have Jili or at least the secretive Taiwanese master PG Soft, rethink your market entry (Medusa II is one of my personal favourites).

Operators should lead with a choice of game providers on the homepage. Are Western firms doing this? Furthermore, you better have a search bar on your casino homepage. A majority of players in every country surveyed, East and West, look for

specific games. Don’t have my game? On to the next.

PROCESSING

‘Preferred methods for depositing need to be taken into account depending on the jurisdiction. In the US, it’s all about credit cards. Canada – Interac, Thailand – bank deposits, Germany – Klarna and India – UBO,’ we wrote. Still true….

And yet the providers themselves are changing to become highly localised, from TrueWallet in Thailand, GCash in the Philippines, to Momo and ZaloPay among others in Vietnam. All with zero crossover between them. Well-heeled VIPs in many markets (like Japan and several geos in the west) still cling to their Visa and Mastercards, but preferred payments for the masses are getting increasingly localised. This trend will only continue (see Pix in Brazil and Indonesia where GoPay, Ovo, Dana, LinkAja and Jenius are battling it out).

Speed of payouts remains a vital consideration, as there is no tolerance for slow-paying sites. Nor should there be.

PERSONALISATION

The industry is still behind on this. AIgenerated odds for individual sports bettors based on that player’s past choices and performance? It’s coming, but it’s not here yet. Even ‘Good morning, Alex’ is lacking in most comms. That’s pretty basic.

Perennial western CRM favourites like Optimove and the relatively recent Fast Track are working hard to enter the Asian market with their solutions; but their Western pricing in regions where a 10% conversion rate is not uncommon makes even that level of ‘preferred comms channel’ personalisation cost-prohibitive – you’re not going to quickly see an ROI when 80% of your players never convert. I’ve seen players convert after a year of receiving comms, so it’s important to keep talking to prospective players; you just need a cost-effective platform for doing so in these conditions. Many operators in Asia don’t even bother to work on post-day one conversions (if even that!). Long term: they’ll lose. Players love authentic, timely and relevant copy. My 20%+ open rates prove it, even in Thailand where one platform provider said “we don’t collect email addresses on the platform; Thais don’t read them.” Keep telling that to competitors, thanks!

PRESENTATION

This represents a very mixed bag in Asia. More operators are embracing live video (as the rest of the world will one day and as predicted in 2021). CasinoPlus in the Philippines has one of the most

unique visitors in the industry, according to Similarweb. It focuses heavily on its own live presenters and own localised games, not just streamers and Evolution’s Crazy Time. There’s a lot more to come in this space. A few operators are figuring out that, maybe, all games are considered equal, so it’s okay to roll out a poor game themed correctly to a holiday. It isn’t. You have 4,000 games on your site, how do you decide which are worthy to be featured or otherwise touted? There’s a simple, objective, data-driven way to do this and eliminate putting clear player-clunkers in the spotlight. Keep them on your site, sure, why not? We have infinite shelf space and that certified clunker may be someone’s favourite, for some reason.

PERFORMANCE

Sort of a no-brainer that I failed to mention previously. Your site is slow? Your prospects are gone. Such a no-brainer in 2024… someone needs to tell the land-based guys this as they try to come online (also, please introduce them to the concept of CRM, strange that they don’t get it given the predominance of database marketing in that side of the industry. They will, though!).

PEOPLE

Likewise, previously absent from some variations of my ‘Essential Ps’ are the native-language personnel talking to players over their preferred IM channel. These include Line in Thailand and Japan, Zalo in Vietnam, Kakao in South Korea, Viber in the Philippines, WhatsApp in more westernised geos like the UAE (not Asia, I know) and Singapore. Like ewallets, I suspect that preferred IMs will continue to be country-speci c, following the eventual all-in-one model of WeChat in China.

THE SEVENTH ‘SECRET’ P: PLAN B

Your domain in Asia will be blocked by ISP’s, hijacked by other operators, hunted down by authorities (as I write this, “ Indonesia has a team of 150 specialists operating around the clock, seven days a week, to locate and block online gambling platforms targeting players.”) While Japan is cracking down on ‘in uencers’ and Thailand mulls the opening of integrated resorts, regulation is coming to fruition everywhere. Hopefully as a responsible partner with operators rather than a bureaucratic force intent on destroying legitimate play, as in the UK and Germany.

Having a Plan B is as vital as ever for operators anywhere. And in your own life, as well. In a previous article, I wrote “There is no Asia.” The point being that the cultures, preferred platforms, game suppliers and payment methods of each county are as different as their countries’ languages are from each other.

That’s never been more true than today.

to understand the concepts of volatility and

Karma is finishing her drink and will be

An interesting aside about people: only a minority of players across the globe claim to understand the concepts of volatility and RTP. The same is true for too many operators, I reckon. Others, however, are including theoretical RTP on games (or some platforms put admittedly falsified “HOT” tags on games –Karma is finishing her drink and will be with you shortly) in their lobbies. Long term, this is a good thing, as “an educated consumer is our best customer,” as an American retailer used to say.

AlexCzajkowski,OGof PlayersToday

A changing industry

Gambling Insider speaks with Aruze Gaming Global (AG2) SVP of International Operations Betty Zhao about the developing Asian market, Macau vs the US and the impact foreign-player-only casinos have on game design

You became the SVP of International Operations at Aruze Gaming Global in November. How have you been nding the experience so far?

How time flies! Aruze Gaming Global, we also call it AG2, Aruze G2. I have received an enormous amount of support from the AG2 sta , including the US, Asia, Europe, South Africa and Australia teams. Many of our team members have intensive experience in the gaming industry and in this short period

of time I have learned so much from them. That will be very useful in working through all the new challenges facing AG2.

It has been a period of intense learning and growth for me, where I’ve had the opportunity to immerse myself in the dynamic world of international gaming operations. I’ve found the experience to be both challenging and rewarding. I have had a chance to work with such a talented team and engage with diverse markets across the world.

And what skills from your previous roles have you found most useful within your current role?

I would like to share my gaming history and experience in this role. I have learned so much over the past 15 years of working in the gaming world. We learn, we study, we grow, we build every single day. So, in my view, the ability to adapt quickly to new environments, strategic thinking, e ective communication and strong leadership skills have been particularly useful. More importantly, the market is changing, customer behaviour is changing and technology is advancing. Every single step for the growth of the company matters.

Which territories are the biggest for you and are there any you nd particularly interesting?

While all territories worldwide, including North America, Asia, Europe, Australia and South Africa, represent unique opportunities and challenges, certain regions stand out for their signi cance. The potential growth of the Asian market, particularly Macau, Southeast Asia and some countries that are going to legalise casino in the coming 10 years, are of great importance to Aruze. So we see big potential there.

Also, one of our first priorities from the very beginning was to build our capabilities in Asia. Our President Mr. [Frank] Feng and I believe there are two primary drivers for growth. One is our focus on innovation and the other is to have a strong presence in Asia. We believe these two drivers are vital for us to become a tier-one gaming supplier in Asia, and we have high growth expectations and goals. I would personally be disappointed if we were not the fastestgrowing supplier in the EGM section of the Asian market over the next three years.

We just spoke about Macau and how important the region is. But what are the biggest di erences between casinos in Macau and the US, and what do you think these casinos could learn from each other?

The biggest di erence between casinos in

Betty Zhao, SVP of International Operations, Aruze

Macau and the US lies in cultural norms, regulatory frameworks and consumer preferences. Macau casinos are heavily influenced by Asian culture and cater to predominantly Asian customers, whereas US casinos have a more diverse customer base and operate in a different regulatory environment. In terms of slot games, there are relatively few dominating Macau’s casino floor. Meanwhile, there are so many choices of slot games in the US casinos; you can always easily find new slot games on the casino floor in the US. As Macau is encouraging concessionaires to approach more international players, we need to have more diversified games and new games on the casino floor to attract international customers to Macau.

If a supplier is working with a foreign-player-only casino, for example Mohegan’s Inspire in South Korea, does it change the way you develop games?

There are lots of discussions about foreign-player-only casinos in Asian gaming. This is a very good topic for slot suppliers. Aruze is a global supplier of game content, which means we develop and distribute games for all markets. We are recognised by the players who ultimately decide what works best and where.

No matter whether for foreign players or in local casinos, the core concept for us is that, with a strong game library, we can react quicker to the latest market conditions and preferences than many other suppliers. We have an extremely healthy balance for the near-term and long-term development focus of our games.

How do you expect gaming in Asia to change over the next decade?

Over the next decade, I am anticipating significant evolution and growth in the gaming industry across Asia. With rapid urbanisation, rising disposable incomes and changing demographics, the demand for entertainment experiences, including gaming, is expected to fly very high. Moreover, advancement in technology such as mobile gaming and virtual reality are poised to revolutionise the gaming landscape, offering new avenues for engagement and monetisation.

Additionally, regularity reforms and shifts in consumer behaviours will shape the future of gaming in Asia, as governments embrace legalisation and regulate the industry more comprehensively.

Opportunities for market expansion and innovation will abound. Moreover, a heightened focus on responsible gaming

practices and sustainability initiatives will become increasingly important as the industry matures.

What do you hope to achieve in your first year with Aruze?

In my first year with Aruze, my primary goal is to drive growth and enhance our presence in key international markets. This involves strengthening strategic partnerships, expanding our product portfolio and optimising operational

efficiency. Additionally, I aim to foster a culture of innovation and collaboration within the organisation, empowering a team to deliver exceptional results and exceed our customers’ expectations. Furthermore, I’m committed to ensuring we operate ethically and sustainably in all our endeavours.

With my experience and expertise, I am confident we can achieve significant milestones and position Aruze for long-term success in the global gaming industry.

“As Macau is encouraging concessionaires to approach more international players, we need to have more diversified games and new games on the casino floor to attract international customers to Macau”

In focus: GR8 Tech

Setting new standards in Asian sports betting with long-term success strategies for 2024

Asia, with its diverse markets and immense potential for iGaming and sports betting, is a crucial area of focus for GR8 Tech. The region’s iGaming landscape presents unique challenges, such as diverse consumer preferences and high expectations for mobile access. GR8 Tech’s approach, driven by a deep understanding of regional speci cs, leverages its flagship GR8 Sportsbook platform to address these challenges effectively and bring predictable results for GR8 Tech’s potential clients in the Asian markets.

NAVIGATING THROUGH LOCAL CHALLENGES

One of the primary hurdles in Asia is the competitive nature of sports betting, where operators often work on razor-thin margins: about 5% on average and often close to 2% in top matches on the most popular markets.

The GR8 Sportsbook deals with this with advanced margin management tools that allow operators to adjust odds and margins dynamically, catering to the competitive landscape while enhancing profitability without compromising on customer o erings.

Another way of enhancing the sportsbook’s profitability is tailoring offerings to meet the unique tastes and preferences of each Asian market. For example, India is crazy about cricket, which beats all other sports in popularity and has other interesting and unique disciplines, such as kabaddi. In South Korea, esports is the heart and soul of sports lovers and bettors, rapidly winning over audiences in other Asian countries. In the Philippines, the preferences are more traditional, yet they still differ from the most mainstream option, football. Instead, basketball and boxing are the top picks.

So localising content is another critical area for success and GR8 Tech is ready to tackle the challenge. The GR8 Sportsbook offers an extensive range of betting options, including popular sports and niche events, and has the capability to expand its offer to popular but underrepresented sports, as has already been done with cricket. By integrating many niche content providers, combining this with proprietary trading and adding e-cricket events to the mix, GR8 Tech has created coverage of competitive cricket events that is more than twice as good as the top providers offer in premium packages. This success case can be implemented for other regional favourites, ensuring operators attract and retain a broad userbase by catering to local tastes.

Operators in Asia should also consider mobile adaptability, given the significant variations in internet infrastructure across the region. While countries like South Korea

boast high-speed internet connectivity, others, such as India, the Philippines or Malaysia, face challenges with unstable internet speeds. Leveraging its extensive experience in emerging European markets, where the demand for a superior mobile experience is sky-high, GR8 Tech has designed its sportsbook platform to be mobile-first by design, ensuring it is highly adaptable and easy to adjust for any interface. In addition to that, GR8 Tech offers a lightweight front-end option, which has already been successfully implemented in Africa, proving its effectiveness in similar inconsistent connectivity conditions.

LOOKING AHEAD: GR8 TECH’S VISION FOR ASIA

GR8 Tech is committed to building longterm partnerships with operators in Asia, learning valuable market intricacies and tailoring its o erings to meet their unique demands. The next phase of growth includes launching the GR8 Sportsbook platform with new partners in two additional Asian markets, marking a significant step in its regional strategy.

This year at SiGMA Asia, GR8 Tech is set to showcase its high-performance sportsbook and casino platform alongside its comprehensive set of standalone products like Sportsbook iFrame, Feed, CRM and others. They highlight the company’s dedication to leading-edge technology and bespoke solutions designed to meet the high volume demands typical of Asian markets and built to enhance user experience and operator profitability. We invite industry partners and stakeholders to join us at SiGMA Asia to explore how our products can redefine sportsbook operations, profitability, and long-term success.

The disconnect

Gacha games are huge in Asia, especially on the mobile gaming scene, but how can this mechanic be so successful in countries where gambling is banned, like China, Japan and Korea?

For those of you who aren’t already familiar with the concept, let’s introduce gacha. The original Gashapon is a trademarked machine from Bandai, where you put a coin in, turn the crank and the machine dispenses a little capsule toy for you. You’ve very likely seen them and not realised there was a name for them. There is. It’s Gashapon. But how are these a commentary on the Asian online casino industry? Let’s take this one step at a time.

If you’re familiar with loot boxes, then you’ll understand what a ‘gacha mechanic’ is. In certain video games, you can purchase a set number of rewards, although their ingame value will be randomised. You could get something boring, or you could get the best character in the game – there’s no way to influence what you could win from these loot boxes.

Gacha games exploded in popularity in the 2010s across Asia, particularly in China, Japan and Korea. Some of the biggest titles include Genshin Impact, Nier Reincarnation, Fire Emblem Heroes and Fate/Grand Order. Most of these can be played on mobile, which is arguably bigger than many other platforms for gaming, especially in Japan. These aren’t your standard mobile games either, Genshin Impact alone has over 65 million monthly players and is one of the most profitable games in the industry. While there aren’t any concrete figures, it’s estimated that it generated US$1.5bn in revenue through iOS and Android devices from Chinese markets alone in 2022. Let that sink in for a moment.

So, what’s the problem? Well, a lot of countries across the world are beginning to crack down on loot boxes. Belgium has

banned them outright, while the Netherlands, Austria, Germany, Australia, the UK, the US, Canada, Spain, Finland and Brazil have all made some kind of legal case against them – whether it’s taking them to court or placing limitations on them. These are all countries where online casinos are regulated, licensed and flourishing more than ever. However, the countries where these gacha games are the biggest – China, Japan and Korea – still have bans on online gambling.

The Kansspelautoriteit (KSA), the Netherlands Gambling Authority, has taken a particularly strict stance against loot box mechanics. “The KSA believes it is crucial to shield vulnerable groups, such as minors, from exposure to gambling,” Chairman René Jansen said. “For that reason, the KSA supports a strict separation between gaming and gambling. Gamers are often

young and therefore particularly susceptible to developing an addiction. As such, gambling elements have no place in games.”

Well, this angle depends on whether you view the gacha mechanic as gambling or not. Is there a chance for you to win an item with real-world value or money back? No, everything from these boxes are in-game items only. But this mindset alone is very UK-centric. It can be argued that this shouldn’t be the only definition of gambling, as it’s a very multi-faceted concept. Even if they don’t reward the player with cold hard cash, gacha mechanics are addictive, can be bought with real money and use several predatory tactics.

Rather than simply giving players the option to spend in-game currency to win prizes, gacha mechanics are a little more intense than that. Several gacha games employ the mechanic where you either keep trying for the rare item that you want in a set time period, whether you can afford it or not, or you stop part-way through and gain nothing. They’ll also only have a particular character or item available for a limited time, meaning that if you want to win them, you’ve only got a set period to accumulate that free in-game currency, otherwise you’ve got to start paying realworld cash.

That’s right, almost all gacha games are free-to-play, with the ability to spend free

in-game currency to take a risk on these loot boxes. There’s no need to spend money on them at all, but the fear of missing out and the pressure to get these lucrative characters and items will often drive people to start spending real money. Not to mention that many of the people who play gacha games are younger, often children.

There’s also the question as to whether the items obtained through gacha mechanics are really free from any real-world value. In some of these games, they can be traded between players – even if this is only through shady third-party websites. This brings gacha mechanics just a little bit closer to real-world money, and therefore by definition, gambling. Japan looked into this issue in 2012, albeit only briefly, and ruled that virtual characters and items obtained through gacha could be ruled as prizes won through gambling.

Even though gacha mechanics managed to fly under the radar for a while, they have started to garner more legal attention recently. A few different newspapers in Japan have written articles condemning them for being gambling and even calling on the Japanese Consumer Affairs Agency to investigate the matter further. While there haven’t been too many academic studies into gacha mechanics, the few that have been completed have noted that the gacha system is problematic and addictive. However, little has been done about this since.

But we’re not here to debate the ethics of gacha mechanics; we’re here to view it through a very specific lens. While gacha mechanics are absolutely thriving in the Asian mobile gaming market, there is very little movement to legalise mobile gambling. Korea has opened the Mohegan Inspire resort, but will only accept foreign players on the casino floor (much like many of its neighbouring jurisdictions), while Japan has finally agreed to open its first casino in Osaka in 2030. It’s about time, too; the Korean Japanese Pachinko business is estimated to be worth US$130bn per year.

So what does the future of gacha games hold? There are a few different theories we can speculate on. One of them is that they will drive long-standing Asian views on online gambling to change and become legalised, while the other swing of the pendulum would be for them to be classed as gambling and outlawed. Both of them seem equally as unlikely, to be honest. It’s much more likely that these gacha games will continue to exist in a grey area; thriving in jurisdictions that would never legalise them while adapting to those who wish to ban them.

So, ultimately, the gacha mechanic may well remain a reminder of the pull gambling has on human nature, whether it’s through an online casino or not.

Helping regulator data excel

Gambling Insider spoke with Sportradar SVP, Regulatory Services Tom Mace about the importance of providing data tools to global regulators

Your time at Sportradar is coming up to 15 years. Can you walk us through that?

I joined in 2010; back then Sportradar Integrity Services was a small team of around 10 people. We focused on establishing what we could do to support sports governing bodies, leagues and law enforcement by looking first at detection. My first main role was as an Analyst, then I progressed to Manager and ultimately to Director of Global Integrity Operations, which was focused on our Universal Fraud Detection System. We could see that match-fixing was being reflected in the betting market. This is why we established our Integrity Services – then it was about convincing the sports partners that they can rely on this, that they can believe the reports we’ve sent and that reports were evidential. Not only that but, for example, we could send the reports to

UEFA and FIFA, and they could use these in disciplinary cases.

You’ve had past experience with William Hill and Ladbrokes. Was it useful having the operator perspective and knowing what operators want when you came into this role?

Absolutely. It gave me more than just educational teaching, because my rst role at William Hill was as a retail manager, working in the West End before the days of electronic points of sale (EPOS). It was betslips and pencils, which meant all settlements were done manually. Bet settlement helped me understand the mechanics of gambling markets, but working in the shops and seeing di erences between customers gave me an appreciation of betting activity and betting culture, even between di erent demographics.

That’s what personally engaged me in the industry, and made me realise I could enjoy a long and successful career here.

Can you introduce the concept of Regulatory Services; what they do, what the aims are and how the process works?

The regulatory services were launched in October last year. What we see is that, generally, regulators are facing huge challenges in their daily work. A lot of regulators don’t have good access and visibility of data because they don’t have the right technology; we see they’re struggling even in the core of their duties to view and understand their own markets. A lot of them are still using Excel les as a basis to run their entire market.

There are also subsets within that, such as taxes. The reason most countries and states regulate gambling is to be able to collect

taxes from it; that’s no secret. But what we also see is that this lack of technology is leading certain markets to be inefficient and inaccurate in collecting taxes. Similarly, we have the subsectors of responsible gaming, such as anti-money laundering. We see a lot of, again, inefficient processes due to not having a proper view of the market.

That was our main focus; helping regulators better understand their markets by providing the right technology tools. Sportradar understands betting data and how to leverage this to help our partners. Essentially, can we devise a product that is going to help regulators? We designed the Central Regulatory Platform (CRP) for this purpose. This is a regulator’s latform. We install it in the regulator’s infrastructure, fully compliant with security GDPR local privacy requirements. Sportradar is not the one using the system on a day-to-day basis. In the screenshots, all the data is dummy data. You’re not seeing anything you shouldn’t be. On the homepage, there is a high-level snapshot of what a regulator would see when logging into the system, showing aggregated data from all di erent operators.

How does this work, in terms of getting information from operators? There needs to be correct legislation and regulation in place from the regulator to connect with the platform. Regulators already have speci c regulations about data sharing from operators, so that will be included in their rules. All licensees need to connect and we’ve designed the system to be connected to via API in real-time. We also accommodate non-real-time batch data transfer.

The player part is really interesting. You see the date of registration, the name and

surname and other personal information if it’s permitted. We can also show the status of KYC and how this has been verified. This is not about the regulator taking over everything and increasing their surveillance and enforcement, but it gives them the overall view.

How do operators feel about the system overall?

The idea is that this should help them in the long run. There are already demands placed on operators for sharing data. But, if you look into the future of how data can be shared with a regulator efficiently and accurately, integrations with a central monitoring system via API should ease their life in the long run and save the manual e ort of having to collate and transmit Excel les.

The long-term vision is that the CRP and data within will be a tool for regulators to make sure their markets are structured, and their regulations are fair and competitive. One of the big risks we see at the moment is lots of emotional decisions and restrictions being made, particularly in Europe. For example, when live betting first came out, even with certain levels of competition in some markets, I believe they were trying to impose restrictions on anything below third-division football.The danger is when there’s limited access to data and understanding of the market, increasing restrictions are based on nothing more than emotions and the knee-jerk feeling that if something is a lower level, then it must be risky and we must prohibit it.

The CRP can help markets by helping regulators both establish markets and, in the first stages of regulations, help make sure the market is structured in a way that gives operators the best conditions to

operate in. That could be with regards to which competitions and events are offered, it could even be tax.It’s about giving the regulator tools, so that they’re properly informed to make policy and strategy decisions; to maintain and evolve the fairest and most competitive market for their licensees. This should also help combat illegal and unlicensed operators, which is still a big challenge across all markets.

It’s an interesting point you made on emotional regulation, data versus emotion. Let’s say there’s a wave of public support for something, but data strengthens the other side, the less emotional side. That kind of battle will always be there, won’t it? Absolutely. The same was true from my experience working in working in integrity with match-fixing detection. We don’t look to eliminate emotions, only to give our to act in a certain way access to the most complete and accurate data, and Sportradar’s position in this is not to push our partners. We are only providing the tools and technology to enable them to do their work effectively, and that they’ve got the correct basis to make their decisions. This will not go away now, but hopefully by what we can provide with our CRP, we can facilitate more data-informed decisions in the future.

Do you have any nal thoughts on the topic of regulation overall, and your regulatory services product? The value of the CRP and entire regulatory services as this evolves will be global. It’s not something con ned to brand-new markets or old markets. We have the conviction that this applies to all markets. In the context of Asia, it’s a very interesting region. Obviously, it is the most active betting region in the world by volume. Still, there are some huge markets yet to legalise and regulate. We want to help regulators avoid copying bad practices of old. We have the conviction that this solution can support regulators from all regions and all levels of experience, from old, established markets to those starting their journey after legalisation. This includes the very interesting and most active betting region of Asia, with some huge markets yet to legalise and regulate and where transparency is vital. Our CRP is designed and ready to deliver a robust technological foundation, from which regulators can achieve their aims of creating a prosperous and socially conscientious gaming market that meets the needs of all stakeholders.

In focus: CDNetworks

CDNetworks: Delivering the fastest and most secure digital experience at the edge

Since its inception in 2000, CDNetworks has been at the forefront of redefining the global digital landscape. Originating in the AsiaPacific region, the company has advanced into a global technology leader, renowned for its robust content delivery network and cutting-edge cloud security technologies. These technologies cater to a broad spectrum of industries, with a pronounced focus on the rapidly evolving iGaming sector.

STRATEGIC GROWTH AND GLOBAL EXPANSION

Over the past two decades, CDNetworks has meticulously expanded its global footprint, establishing more than 2,800 Points of Presence (PoPs) in over 70 countries. This extensive network ensures that CDNetworks delivers unparalleled performance and reliability, enabling seamless digital experiences across the globe. The company’s strategic expansion has been complemented by significant enhancements in its technological capabilities, particularly in digital content delivery and cybersecurity, to meet the evolving demands of its diverse clientele.

In the iGaming industry, CDNetworks has leveraged its superior technologies to offer high-speed, secure and reliable services crucial for the success of iGaming platforms. By optimising data handling through its advanced content delivery network solutions, CDNetworks reduces latency and boosts the overall user experience during high-traffic events such as international sports tournaments; ensuring that iGaming platforms withstand massive traffic surges without a hitch, thus maintaining player engagement and trust.

INNOVATIVE CYBERSECURITY MEASURES

Recognising the increasing complexity of cyber threats, especially in high-stake

environments like iGaming where large transaction volumes are common, CDNetworks has strategically enhanced its cybersecurity framework. Building on its extensive network of over 2,800 Points of Presence (PoPs) worldwide, the company has fortified its cloud security capabilities to effectively counter these threats. This vast infrastructure is integral to deploying comprehensive DDoS protection strategies that encompass a global network of scrubbing centres.

Enhanced significantly in 2023, these centres are equipped to perform sub-second DDoS mitigation, handling attacks up to 15+ Tbps. This robust expansion not only helps safeguard client platforms from disruptions and potential data breaches but also leverages CDNetworks’ extensive network, to optimise the speed and efficacy of its cyber defence mechanisms. A notable example of CDNetworks’ capability occurred when the company successfully defended a cryptocurrency exchange against a massive Blockchain DDoS attack. This attack, peaking at 1.025 Tbps, coincided with the U.S. SEC’s approval of the first US-listed Bitcoin ETFs, highlighting the critical timing and potential impact of such attacks.

By integrating its large-scale network assets with cutting-edge cybersecurity technologies, CDNetworks ensures that its clients, particularly in the iGaming sector, receive the highest level of protection against the evolving landscape of digital threats.

LOCALISED SERVICES FOR GLOBAL COMPLIANCE AND SECURITY

CDNetworks has strategically adapted its services to align with regional data protection regulations, a critical aspect in jurisdictions with stringent cybersecurity laws. By establishing local scrubbing centres in strategic markets such as the Middle East, Southeast Asia and Latin America,

CDNetworks not only tailors its services to meet local demands but also ensures strict adherence to legal and regulatory frameworks. This localisation strategy significantly reduces latency, prevents unnecessary cross-border data transfer, and aligns with global standards for data privacy and security.

Expanding this strategy, CDNetworks has made significant inroads into emerging markets, such as Brazil and Chile, which are often challenging to access due to their unique regulatory and infrastructural constraints. The company’s strong global network enables it to establish a local presence even in these hard-to-reach areas. This extensive network foundation allows CDNetworks to provide reliable, compliant and efficient services tailored to the specific needs of these markets. By leveraging its global capabilities and local insights, CDNetworks not only enhances service delivery but also builds trust and fosters long-term partnerships with local stakeholders, paving the way for digital transformation across diverse geographical landscapes.

FUTURE PROSPECTS AND EXPANSION PLANS

Looking ahead, CDNetworks is committed to expanding its influence, particularly in global and emerging markets where digital transformation is rapidly advancing. The company plans to continue its significant investments in infrastructure and technology to sustain its industry leadership. With a strategic emphasis on vital sectors like iGaming and a steadfast commitment to innovation and customer satisfaction, CDNetworks is not merely responding to the needs of the digital era – it is actively shaping its future. As the company progresses, it remains dedicated to delivering unparalleled value to its clients, stakeholders and the global digital ecosystem.